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Selling
Buyer beware of trademark scams and scammers
As much as we promote and encourage honourable and effective selling and buying practices, it is just as important to keep an eye open for the latest scams and scammers looking for unsuspecting victims.
Is your business customer focused or customer centric?
There is a world of difference between a ‘customer-focused’ organisation and a ‘customer-centric’ one.
Customers are in control of the buying process
Consumers, and not salespeople, are increasingly in control of the buying process – it’s important to shift your thinking accordingly.
If questions deliver answers, what questions deliver sales?
Knowing the right questions to ask your potential customers is the key to fulfilling their needs – and generating sales.
Breaking the chain of ignorance: How to up the pace of transformation
It is not enough to adapt to change, we need to keep ahead of the curve and continue to transform ourselves before the change arrives.
Does your sales team or culture need a detox?
Defining the right kind of leadership, culture and sales infrastructure is critical to a healthy sales team's culture.
How many clients and sales are you losing out the back door?
Are you aware that it is six times more expensive to acquire a new client than it is to retain an existing client?
Delivering real value beyond product and price
Smart companies know that their wisdom needs to be tracked right across their value chain, clients and suppliers.
Are your invisible sales managers losing you sales?
Sales managers are spending too much time on back-end admin work and not enough time in the field.
How much valuable selling time are you wasting?
Something needs to be done when your company sales force is spending more time doing admin than selling.
Key accounts management, selling, sales,
It might seem counter-intuitive, but thinking of your accounts management staff as traditional salespeople could be damaging your business.
Leadership in uncertain times
Australian business leaders no longer think about things returning to normal, but have instead embraced the idea of constant change and evolution.
