Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t gi…
Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t gi…
Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Salespeople often focus o…
In late 2012, we published the detailed 49 page 12 Sales Trends Report for 2013 and released a brief summary of each sales trend i…
What is a ‘point solution’? A point solution solves one particular problem without regard to related issues. Point solutions are usually…
You’ve no doubt heard again and again that your customers are valuable to your business. But do you know just how valuable they are? Can y…
When we interact and work with people (customers, colleagues, managers, friends, family, etc.) it is important to be able to interpret and u…
We’ve talked long and hard about how salespeople need to listen, listen, listen to the client. Not just hear but really listen to what is b…
Every week we can learn something new about ourselves, our business, our clients and markets even if we have been in sales for many years. …
Until now, there has been no officially recognised benchmark for selling at tertiary level nor salespeople who can claim a university quali…
‘Selling is a numbers game’ has been said more times than any of us care to remember. And yes, numbers are critical to sales; however, some…
As much as we promote and encourage honourable and effective selling and buying practices, it is just as important to keep an eye open for …
I arrived at Sydney airport. I briskly exited the terminal and was immediately greeted by the humid morning air. I strategically positioned …
