Author: Sue Barrett on
26 July 2010
What's in a name? Well, there seems to be some confusion in the market place around the terminology used to describe those people who pay us money for goods, services, experiences, donations, etc.
Author: Sue Barrett on
19 July 2010
Hundreds of thousands, if not millions of sales people around the world use sales scripts. Used properly, sales scripts act as scaffolding or bridgework to earn us the right to have a meaningful discussion with our prospecting customers, members, donors or subscribers. The sales script is a well-constructed set of guidelines that support us when we prospect.
Author: Sue Barrett on
12 July 2010
The New Competition was voted by you as the number seven Sales Trend for 2010. Over the coming years, we will see collaboration become the new competition. Markets around the world are crying out for collaboration as innovation and differentiation become scarce in a sea of commoditised products and services.
Author: Sue Barrett on
5 July 2010
Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in the 21st century!
Author: Sue Barrett on
28 June 2010
How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person - ably resourced with the tools, processes, plans and support essential to our success? Knowing full well what you were getting yourself into?
Author: Sue Barrett on
21 June 2010
Culture fit was voted by you as the number six
Sales Trend for 2010. What is "culture fit"? Well the first place you are likely to hear about culture fit is when you are recruiting for new staff or being recruited yourself. For instance, culture fit interviews differ from behavioural interviews, in that the behavioural Interview attempts to find out about the candidate's behaviour, skills, knowledge and experience. Culture fit interviews generally do not try to determine the individual's capability, but rather considers the candidate's "cultural fit" with the organisation, their values and motivators.
Author: Sue Barrett on
7 June 2010
We are not born with our beliefs or values, they are taught to us. Our thoughts, feelings, views and opinions about the world are shaped by our experiences of many people and many things. They are coloured, rightly or wrongly, by our perceptual filters which we learn from others.
Author: Sue Barrett on
31 May 2010
Playing "catch up" is a common challenge for organisations of all sizes. Whether you have enjoyed a period of rapid growth and prosperity, or encountered some unexpected obstacles or losses, with little warning, businesses can discover that their decision-making and activity has become very reactive. Too much time is spent putting out spot fires and reacting to situations, while too little time is spent on proactive and strategic activities.
Author: Sue Barrett on
24 May 2010
Is your sales strategy and projected sales growth built on a house of cards?
Author: Sue Barrett on
17 May 2010
With information comes choice and without proper guidelines and filters in place, too much information and too many choices can lead to indecision.
