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From now on, we mostly get caught up in the ‘before Christmas’ scenarios. And that means with typical January disruptions, next thing you know it is February and little has been done to ensure next year will be a strategically planned success. With the horrendous onslaught of digital disruption to almost every business model, those […]

Gone are the days where your Product or Service alone ‘ranks’ as a competitive advantage. So as a business, the more focus you put on meticulous scrutiny of all communication and its influence on your Brand and how it generates Profitable Sales outcomes, the more likely you are to be able to stay ahead of […]

Design strategies using skill levels commensurate with how they are reimbursed. This might sound like “you get what you pay for” BUT that is not the secret at all. Let me explain: Each industry has it’s cost-effective benchmarks for how much the person doing the selling can be paid. This is not wrong or right. […]

The end of the year is a natural time to get staff together to talk about where the company is going and their place in the plan. But what is the right way to do this? If you have an end of year speech coming up for your company or team then here is what […]

If you have a product launch coming up that you are planning for, then this article will walk you through some of the considerations around choosing a motivational sales speaker to increase the chance that you hit your objectives. Typical overview: To give the product so much presence that everyone will go away SOLD when […]

In this blog post we will look at the considerations involved in choosing a motivational sales speaker when your Sales Team needs fresh skills around Closing Prospecting & Selling More to Current Customers. Typical overview: Often there is a lack of Sales and so the Sales Team performance becomes the focus and the concept of […]

Typical overview: Get the Sales Team together and ‘present’ what we want them to do + give them the up-to-date product info which unfortunately often becomes a greatly underutilised format. Typical desired outcome: Have the Team go away all filled-up with Strategy and Product info and ready to hit the road running however, unless they […]

Long time business consultant and speaker Winston ‘Winno’ Marsh interviewed me early this month about the top sales mistakes that B2B salespeople make. I see these in businesses that I engage with – be that as a Customer or when I’m asked in to re-engineer their Sales Processes. Some of what I say in the […]

There has been much written on the use of words and phrases in sales training and theory. However, based on hard cold research with customers right here in Australia, we’ve found that successful communication depends as much on what you say as it does on how you say it. Let me explain that. When we […]

The answer to sales success is to ‘sell’ in a manner which is non-sales generic, in other words, to communicate with the Customer ONLY about what is relevant to them without following the typical sales process. That is because when the generic sales process is used, as in ask questions to identify needs and wants […]