My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and…
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With the handing down of the Interim Report from the Banking Royal Commission, Commissioner Hayne was scathing in his assessment of the banking finance sector, especially the big 4 banks…
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Do other people stand to gain from your sales tactics and actions? Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem?…
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Today it happens it is the same to be decent or a traitor To be an ignorant, wise, a pickpocket, a generous person or a swindler All is the same,…
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At its simplest, selling and buying is about a transactional exchange of a service or product for money. For simple, low cost, transactional sales, where we may have little vested…
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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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Have you ever tried to persuade someone about the merits of a new idea, service or initiative? Most surely you have. Countless times. People do this all the time, since…
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I have to start with the bad news on this topic. Are any of us surprised by the current revelations stemming from the Australian Banking Royal Commission? Possibly not. Are…
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In principle, and ideally in practice, yes they should. Why? Because there is a lot of time, effort, money and IP that goes into preparing a tender or RFP (request…
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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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