Life is all about opportunity. It’s about the choices we make on a daily basis. We are all presented with opportunities every day whether we see them or not. Some…
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Even in the advent of big data, the nature of developing genuine customer relationships is generally not understood well enough by most businesses, and is not often on the agenda…
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Guest Author: Rishad Sukhia, CEO, Creative Agency Brightlabs, Melbourne, Australia Sales trend 10 from our 12 Sales Trends Report for 2018 is about storytelling. We all grew up hearing and sharing stories…
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I want you to imagine that you are a 24 year old graduate going for job interviews. In this instance, you are being interviewed by a multinational who takes you…
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I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout…
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Sales Trend 3 from the Barrett 12 Sales Trends Report for 2018 is about Human Centred Selling. Bestselling author and business icon Stephen Covey once said: “When you show deep…
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*** Trigger Warning: May contain traces of sarcasm *** We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room…
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Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer–…
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Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young…
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In the midst of the trend and hype of ‘customer centricity’, ‘the customer experience (CX)’, ‘customer excellence’ and other such terms it appears there is something amiss – the rise…
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