Today people are looking for honesty and authenticity and do not have time to be misled. They want to work with people who are what they say they are. They…
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Clients don't expect to be coerced, bullied, tricked or intimidated into buying. They don't expect to be treated like an idiot by sales people who just talk at them and…
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The 20th century approach of one-upmanship, although still encouraged by many traditional sales managers, seems to be slowly retreating into the shadows of the past as crude and old-fashioned. Polar…
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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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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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Last week I explained that my blog is called Sell Like A Woman because there is an increasing body of research overseas showing that woman are often outperforming men in…
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I was out on my daily morning walk yesterday and found myself reflecting on the value of relationships - personal and professional. Due to the growth spurts of my 2…
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Have you ever looked at who most company brochures are written for? Every sales person or manager I have posed this question to looks at me sheepishly. Their gaze is…
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