Sales
Seven things you need to know to master the craft of selling
We can agree everybody lives by selling something — whether it be ideas, initiatives, visions, products, services or solutions.
Sellin…
‘Unethical selling’ — not selling in general — should be on trial at banking royal commission
With the handing down of the interim report from the banking royal commission, commissioner Hayne was scathing in his assessment of the bank…
‘Social selling’: Why personal branding is a priceless asset to any business
As technology and the internet have evolved, our ability to access to information has also vastly grown. Never before has it been so easy to…
The five dimensions for sales alignment, harmony and success
As chief executive officers and sales leaders, we understand there are many factors that make for a successful sales strategy, operating sys…
Four questions to test if your sales and prospecting tactics are ethical
Do other people stand to gain from your sales tactics and actions?
Do your sales tactics and actions have a positive influence on you…
Why a fair exchange of value goes beyond exchanging money for goods
At its simplest, selling and buying is about a transactional exchange of a service or product for money.
For simple and low-cost transa…
Creating ‘human’ experiences: Why businesses with a CX-HX focus will outperform the market
The terms ‘customer experience’ and ‘customer centric’ have been around for some time. These terms are now referred to in shorthand as CX. B…
“Clients don’t see a price”: How to avoid getting stuck in a price conversation
One of the most widely reported reasons for a sale to stall is the price. Salespeople often get stuck in a price conversation — which lead…
Why purposeful optimism is great for business
I want you to imagine you are a 24-year-old graduate applying for jobs. In one instance, you are successful in an interview with a multinati…
Is a net promoter score a valid predictor of customer loyalty?
In your business travels you may have heard of the acronym NPS. It stands for net promoter score.
Developed by Fred Reichheld of Bain &a…
