It all starts with opportunity. It’s about the choices we make on a daily basis. We are all presented with opportunities every day whether we see them or not. Some people are lucky enough to have opportunities served up to them on the platter of life not having to work very hard for them. And even then, these people may not realise their opportunities and let them sail away. While […]
Life is all about Opportunity Read More »
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
Is Consumerism past its use-by-date? Read More »
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.
The rise of Ethical Selling Read More »
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
Selling in times of social mistrust Read More »
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
The road less travelled – Selling Better Read More »
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
Sales cycle taking longer (much longer) Read More »
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
12 things we’ve learned so far about Selling Better Read More »
Do other people stand to gain from your sales tactics and actions? Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem? Do your sales tactics and actions move you and your customer closer to your respective short- and long-term goals? Would most people approve of how you prospect for new business and sell? If each of us can honestly answer “yes”
4 Questions to Test if your Sales & Prospecting Tactics are Ethical Read More »
At its simplest, selling and buying is about a transactional exchange of a service or product for money. For simple, low cost, transactional sales, where we may have little vested interest in the other person or company providing that product, we may not reflect as deeply on our buying interactions with them. However, if we discover that we have been ‘ripped off’ by paying too much for something, or unfairly
A Fair Exchange of Value goes beyond exchanging money for goods Read More »
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
Sales Leadership – the power of preparedness, curiosity and courage Read More »