Watching the antics of all the parties in the Federal Election, especially the two major parties, and how they go about trying to convince the electorate to vote for them,…
Read More
I don't know about you, but I often find myself reflecting on a whole range of things in my life including my professional sales career and wondering at all the…
Read More
Giving away the margin and undercutting your prices because you can't say 'NO' is no good for anyone. It devalues you, your product, and your market. If done on mass…
Read More
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…
Read More
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…
Read More
Need you daily fix of self-help tapes/CDs or guru books to get you pepped up to sell. Have a fragile positivism about sales, which bursts at the slightest criticism. Can't…
Read More
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…
Read More
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…
Read More
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…
Read More
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…
Read More
New Article Email Notification