Too often vendors see only functionality of the product or consumption of the service as the boundary of what they sell to the customer, w…
Too often vendors see only functionality of the product or consumption of the service as the boundary of what they sell to the customer, w…
With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming…
I have often heard that our reputation in business is not based on how well we execute but on how we handle mistakes. Without doubt there is…
Everybody needs to negotiate from time to time; at work, at home, as a leader, as a sales person, and as a consumer. For some it seems ea…
No mater how simple the product or service or how obvious its use or application, there will always be some customers who need questions ans…
British video game retailer Game has escaped administration but the fate of Australian stores is still unknown as the local managing directo…
“Move over mass marketing, welcome to fragmentation and segmentation:” this was voted by our readers as the third most important sales t…
The period over which we use or consume a product or service can be almost instantaneous or it could last a lifetime. My requirements could …
For the most part taking risks is an uncomfortable experience for a customer. Each client will have a varying threshold measured by a lev…
The Australian Competition and Consumer Commission (ACCC) is taking three energy retailers to court over their door-to-door sales practices….
The United States has been responsible for many great innovations but not all have turned out the way the inventors, architects or innovator…
Small, frequent and pleasant interactions by your salespeople that fail to engage and guide customers towards your value proposition are haz…
