Last week I flew from Melbourne to Sydney to conduct a two-day, 60-person sales training session for a large kitchen and electrical ware sup…
Last week I flew from Melbourne to Sydney to conduct a two-day, 60-person sales training session for a large kitchen and electrical ware sup…
Airlines understand that an empty seat is a wasted opportunity. There are huge fixed costs with an aeroplane and lots of costs which will be…
Andrew Gorecki emigrated from Poland to Australia in 1981 with $100 in his pocket. Now he is the managing director of Retail Directions, a c…
IBISWorld expects revenue in the graphic design sector to increase at an average annualised rate of 4.3% in the five years to 2000-10. After…
Everything lines up: your solution is a very good match for the client company, you have ticked all the boxes, but the deal is rejected. You…
It’s fair to say that I’ve been around the sales block a few times, or maybe three, but who’s counting? In my 15 year career ‘selling’ at th…
Boards of directors don’t work for everyone. Some people need them, some have to have them due to external investment conditions and others …
Many sales people will tell you one of the biggest worries in sales, besides prospecting, is dealing with customer objections. It’s true man…
Business sectors are never stable. They are subject to change from new technologies and innovations in processes and business models, new re…
In business today it doesn’t matter what you’re selling, there is so much clutter and confusion. Competition is fierce and let’s be ho…
In December 2009 we published The 12 Sales Trends of 2010 and invited readers to vote on what they thought are the most important trends in …
Sales shouldn’t be all that hard, come on guys, is it really that complicated? The common answer is, “hell yes”, because most salespeople fo…
