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Sales Leadership – the power of preparedness, curiosity and courage

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

The state of flux we are experiencing, is bringing about a shift in the top key qualities required to be an effective business executive and leader. It’s not necessarily a completely different set of qualities, but a change in their order of relevance for navigating a changing, ‘fluxy’ kind of world. So, what are the essential characteristics and qualities of effective business and sales leaders and what business executives can […]

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Is a Net Promoter Score a valid predictor of customer loyalty?

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

In your business travels you may have heard of the acronym NPS. It stands for Net Promoter Score. Developed by Fred Reichheld of Bain & Company and Satmetrix in 2003, NPS is a management tool designed to gauge the loyalty of a firm’s customer relationships. It serves as an alternative to traditional customer satisfaction research and claims to be correlated with revenue growth. In short, it is a single question

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Trust is the heartbeat of business, sales and society

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

Trust is the heartbeat of business, sales and society. Without this life force pumping vitality through our collective systems every day we start to wither and recoil. We become weak and anaemic. We close ourselves off and lose sight of what is real and important to our survival. However, trust is much more present in our daily lives than the media and governments might have us believe. Most of the

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Are your salespeople stumbling at hello?

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

We all want better sales performance and there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help. For example, through an attitude and activity based questionnaire you can measure if people avoid making phone calls to prospect, if they hesitate to prospect, and self-promote for new business. You can also

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This tip will help you close more sales

By / / Blog, Sales tips, Sales Training, Selling Skills / 2 minutes of reading

How many times have we heard about the salesperson who is so excited about their products that they get caught up convincing the client to buy by continuing to list the benefits of their offer and missing the client’s buying signal only to lose the sale? The buyer gives the salesperson a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and

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A new salesperson stereotype

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

The typical salesperson stereotype is that of the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all persona that is often portrayed in the media and business world via films, press, social media, books, articles, and so on. Many salespeople have never been able to relate to this stereotype and others who don’t consider themselves salespeople but need to sell find this task daunting because they don’t

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I’m not a salesperson but I have to sell

By / / Blog, Ethics and Values, Online Courses, Online Training, Sales Training, Selling Skills / 3 minutes of reading

After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities. The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill. You

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We all want better sales performance, but what works best?

By / / Blog, Sales leadership, Sales Training, Uncategorized / 6 minutes of reading

Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly. Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term. We’ve outlined three different approaches organisations take to improve sales performance and their impact. Annual sales training session/conference – 1

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Selling isn’t only for salespeople

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

Have you ever tried to persuade someone about the merits of a new idea, service or initiative? Most sure you have. Countless times. People do this all the time in our personal, professional and community lives. It is part of being a human. So how did your efforts go? Did you get their attention? Did you convince them to adopt your idea? Did you both get what you wanted out

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What’s in a strategy: business, sales and marketing strategies

By / / Blog, Sales Strategy / 3 minutes of reading

There’s usually confusion between sales and marketing strategies. So to avoid mix-ups, it’s always good to look at definitions. Michael Porter defines strategy as the set of choices that define a company’s distinctive approach to competing, and the competitive advantages on which it will be based. There are two different levels: corporate strategy, which is the strategy for the business overall (the portfolio of businesses); and business strategy, which determines

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