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Selling Better, Faster using Real Time Sales Education

By / / Blog, Online Courses, Online Training, Sales Training, Selling Skills / 4 minutes of reading

We are very optimistic about the future of sales education and sales mastery. Three weeks ago we started working with and coaching a tele-sales team of 9 people based in regional NSW. Week one post the first session, sales had already started to improve and by week three, this sales team had their best sales week ever. The sales leader revealed this in the session we had this week and […]

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The key differences between B2C & B2B Sales Market Segmentation

By / / Blog, Sales Strategy / 4 minutes of reading

A word of caution, this topic can be very tricky as there are various schools of thought around what is a segment and how to segment, with Marketing Segmentation being the most well known in business circles. However, for the purposes of this article, I want to focus on an area that is less well known but equally important – Sales Market Segmentation with a particular emphasis on B2B sales.

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Building trust through personal image

By / / Blog, Sales Trends / 7 minutes of reading

Guest author: Helen Robinett In Sales Trend 11 from the Barrett 12 Sales Trends Report for 2019, guest author Leadership Stylist Helen Robinett discusses how our personal image can help build trust. Trust in business has never been more crucial than what it is right now. People do business with people they like and trust. Full stop. No-one does business with an ‘organisation’. Human beings are highly visual and it

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Gratitude and Materialism

By / / Blog, Ethics and Values, Gratitude / 5 minutes of reading

Practising gratitude has made me focus on other matters and much less on material things. I have found that I am far less worried about ‘keeping up with the Joneses’ or experiencing FOMO (fear of missing out). I think less about things and more about people. There is a place for materialism in our world. I appreciate nice things. I am not an ascetic who disavows material goods or worldly

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The Holy Trinity of Selling

By / / Blog, Ethics and Values, Sales leadership, Sales Strategy, Sales tips, Selling Skills / 4 minutes of reading

This post has been inspired by Ben Shute, who wrote about the Holy Trinity of Procurement Skills. The profession of selling requires a whole range of capabilities. It’s hard to know where to begin to define the 3 core elements for sales – the Holy Trinity of Selling. Let’s start with the master categories of Knowledge, Skills and Mindset from Barrett’s Sales Competency Dictionary. Knowledge What do a salesperson and

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Procurement can be the epicentre of innovation

By / / Blog, Selling Skills / 3 minutes of reading

Procurement, whether they are aware of it or not, are the epicentre of innovation and leadership of complex systems management within organisations and across the supply chain, or at least they should be. Their exposure to all elements of the supply chain can and should inform them and in turn other key stakeholders within and outside their organisations of the latest, the easiest, most sustainable, faster, ethical, better ways of

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Why Progress, NOT Perfection, helps us find Common Ground for the Common Good

By / / Blog, Ethics and Values, Uncategorized / 4 minutes of reading

‘Don’t let the perfect be the enemy of the good.’ Voltaire ‘The world is becoming very black and white with people striving for perfection where only the best is acceptable. If we continue down this road, then we will lose everything that is human.’ Madeline Stuart* ‘Perfection is the enemy of progress.’ Winston Churchill Our relationship with perfection and progress can be rather fraught. In the human world that often

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Want a viable future? Opportunities abound in the Common Good

By / / Blog, Ethics and Values, Sales Strategy / 3 minutes of reading

What type of board member, CEO or sales leader are you? Are you stuck in the day-to-day looking to meet your monthly and quarterly targets, looking to maximise profit, shareholder return and your bonuses? OR Are you looking into the future to see what lies ahead ensuring there is a viable sustainable path for all to follow and participate in? In today’s world everything is up for grabs. Old institutions

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How should I assess a sales recruit?

By / / Blog, Ethics and Values, Sales tips, Selling Skills / 2 minutes of reading

There are a myriad of ways you can assess someone – some are legitimate and purpose built for sales recruitment while other methods wouldn’t stand up in a court of law even if they work for you. The starting point should be to know what qualities and capabilities you are recruiting for as per our previous article: ‘What should we be looking for in a good sales recruit?’ This will

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What should I be looking for in a good sales recruit?

By / / Blog, Ethics and Values, Sales tips / 4 minutes of reading

What should I be looking for in a good sales recruit? This is a vexing question for many sales and business leaders. And some of the answers we still hear aren’t very helpful either.       ‘They must be hunters.’       ‘They need to be hungry.’       ‘They’ve got to be able to close deals.’       ‘They must have a mortgage and family so they are ‘motivated’ to sell more.’      

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