Stop trying to impress me. It's a real turn off. I can make up my own mind about whether I like you; trust you; believe you, or not. You don't…
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'Rethinking Sales Incentives' was voted as the Number 8 Sales Trends for 2011. Incentive programs, commissions and bonuses have been synonymous with sales teams for at least the last 50…
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A good sales proposal demonstrates real value; a quote just offers a price. Many sales people are required to produce a proposal or quote after an initial meeting with a…
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What does neuroscience and increased sales have to do with each other? It seems more than we would think. The latest research into neuroscience reveals that how we use our…
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In a world still recovering from the GFC and grappling with the buzz of social media, we are now in the midst of a war between retail and online shopping…
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There is an old saying "assume makes an ASS out of U and ME" and for good reason. Too often sales people find themselves jumping in too soon, offering premature…
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'Sales Pioneer' was voted as the Number 7 Sales Trends for 2011. As the business world and selling become increasingly complicated, the Sales Pioneer is emerging to help us all…
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After over 4300 shows in 25 years, Oprah's final show aired recently where she mentioned that of more than 30,000 people she has interviewed, they all had one thing in…
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Ethical selling and procurement (purchasing) is now in the spotlight. Harvey Norman's recent publicity surrounding their supposed sourcing and use of Australian native old growth forest timbers in their Chinese…
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Middle of last year I wrote about sales training and social media and in particular the impact on car dealerships and their sales teams. In particular, their tardiness in responding…
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