I don't know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you…
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It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our "sales force fitness" profiling work, where we…
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Your small business is growing and diversifying. You've experimented with bringing in an inexperienced sales person (who did not work out). You realise you need a more experienced direct sales…
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As the New York Stock Exchange is now looking at "employee engagement" as a significant predictor of higher share value and market return, and given we are all competing, not…
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The "gender" discussion highlighted by my Sell like a Woman project, articles and other research leads people to believe that women are doing things men cannot because of gender. And…
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Stop for a minute and reflect: What is your view of selling? Has your perception of sales changed over the years? Your answer is most likely 'yes' if you are…
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In the "olden days" when I first started my business, over 95% of my sales came about through cold calling, which I had learnt to do really well when I…
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What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don't go over the line and place people under extreme pressure to…
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If I hear "Oh let's exceed our customers' expectations" one more time I will scream. Usually my response is: 'Why don't we just meet their expectations in the first place?'…
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Last week I spoke about sales burnout and the challenges many SME business owners have of being all things to all people including, usually, the main sales person and sales…
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