Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business…
Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business…
Credibility can take a lifetime to establish, yet it can be stripped from you at light speed. I can speak from experience – one erroneous …
The world of selling is transforming before our eyes and there are many lessons for the taking. The latest focus is on the emergence of soci…
Tuesday night I watched a feature on A Current Affair about an Australian charlatan by the name of A J Miller. This fruit cake and his femal…
“Should I sell and distribute my own products or another company’s products?” This is the question I really needed to answer back in 1995 an…
Selling is a contact sport and when it comes to competitors it should be full body contact! Competition serves the collective good. Merch…
Do you have trouble introducing your clients to new products and services? Does their memory seem to spring back to what you used to do or y…
A couple of years ago I dropped off a suit for some alternations. The tailor greeted me with open arms. After some banter he then suggested …
Companies have many purchasers. People who come by and for a whole raft of reasons stumble into buying something. These people are not custo…
A good sales incentive plan rests on a fundamental set of design principles that reward the right behaviours, optimise sales effectiveness a…
It doesn’t take any real skill in business to sell your soul and get paid. I’ve been guilty of it, and if you’ve been in sales long en…
Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the…
