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Is Consumerism past its use-by-date?

By / / Blog, Ethics and Values, Sales leadership / 5 minutes of reading

Is Consumerism past its use-by-date? This is a very interesting, perplexing and vexing question which is now being discussed at all levels of society. This question is not only an economic and business question but, increasingly, a moral question challenging the very nature of how we make a living, how we make money and how we function as communities, economies and societies. At this very point in our existence when […]

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The rise of Ethical Selling

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

The History of Sales Methodologies Whitepaper, revised & updated Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose driven business and selling practices. This got us revisiting our whitepaper, The History of Sales Methodologies – why some work and others don’t which we published in 2013. We wondered if there were enough significant changes in the last 6 years to warrant an update and revision.

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Selling in times of social mistrust

By / / Blog, Ethics and Values, Sales Trends / 5 minutes of reading

While there has never been a better time to be alive with access to wonderful resources and opportunities, amazing innovations, advances in technology and better healthcare, that can encourage the potential for our evolution and mutual prosperity, there is a shadow of mistrust that is following us everywhere. Despite all the positives, there are a number of factors, fads and ideologies that have been playing out in business and governments

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Sales Coaching, at the core of sales success

By / / Blog, Sales leadership / 5 minutes of reading

In recent years, sales leadership coaching has continuously grown in acceptance by the managers involved in this task, as well as in its meaningful incorporation into the overall sales architecture of sales organisations. It has shifted from being an additional Learning & Development opportunity to becoming a central and critical part of the overall evolution modern sales operations are going through. When sales management coaching first received broader recognition some

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Using Intelligent Practice to improve sales results

By / / Blog, Online Training, Sales tips, Sales Training / 3 minutes of reading

In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance. Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in and out of sales meetings as quickly as possible, doing the bare minimum with CRM

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Key guidelines for Negotiations in Sales

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

Sales managers are regularly looking for negotiation skills training for their salespeople. However, digging into their team’s situation and development priorities, it is quite clear, 90% of the time, that their people do not need negotiation skills training, what they really need is consultative solution selling skills training instead. The reason many sales managers and sales teams find themselves in this situation is they think every time their salespeople hit

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The road less travelled – Selling Better

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

We are, as a business specialised in sales, dedicated to promoting the concept of Selling Better rather than follow the traditional path of Selling More, and that has made all the difference. The journey hasn’t been easy, up against the prevailing business paradigms of short-termism, ‘win-at-all-costs’, quick fixes, and race-to-the-bottom tactics, and the sales gurus with their silver bullets promising sales success. And, let’s not forget the all-time favourite: cost-cutting

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Sales cycle taking longer (much longer)

By / / Blog, Ethics and Values, Sales Trends / 6 minutes of reading

In a B2B environment, the sales cycle is usually defined as the days/ weeks/ months that pass from the first time a salesperson makes contact with a lead to the moment the client signs the contract. However, most definitions of ‘sales cycle’ have flaws because it’s nearly impossible to have one definition applicable to every business. Sales cycles vary enormously from industry to industry and organisation to organisation. Regardless of

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12 things we’ve learned so far about Selling Better

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

My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things. Here are some of what we have learned: Selling is everybody’s business and everybody lives by selling something Selling starts with opportunity and

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Less IS More when it comes to Sales Planning & Market Segmentation

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

Less Is More when it comes to doing good strategy, sales planning and market segmentation. As Michael Porter, Professor and ‘Father’ of Competitive Strategy (Harvard Business School), says: The essence of good strategy is choosing what not to do; The essence of strategy is that you must set limits on what you are trying to accomplish; and Strategy 101 is about choices. You cannot be all things to all people.

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