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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What do you make of this statistic? The average tenure of a sales representative across Europe and USA is currently 15 months. Ouch! There are other stats that also show…
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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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Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s…
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‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is attributed to Henry Kissinger. Why have I led with this quote? Sadly, in…
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Bob Safian, Editor in Chief of Fast Company, said: “…Uncertainty reigns as rapid change disrupts expectations and social norms. Global leadership is fractured and economic conditions fluctuate widely. Specters loom,…
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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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