When it comes to exceptional performance, especially in sales, we tend to focus on the ‘doing’ components of the selling craft, the calls made, meetings attended, the pitches and demonstrations…
When it comes to creating sustainably successful sales teams, many organisations focus their attention on product training & sales competency training, believing that this will deliver the results. Whilst these…
Whether you are part of a large business, or an individual looking to increase your influence and market relevance, branding and strategic positioning is critically important. In today’s episode, I’m…
A special episode today – the first time I have interviewed 2 guests on the show. Today I’m joined by Gregg Murphy & Mike Latch from Patter Intelligence as we…
In large enterprise and corporate sales, there is often a perception that the balance of power sits with the customer, or buying organisation, and that the selling organisation will eventually…
If there was ever a definition of an unstoppable sales leader, it is Dipti Pandit. From a successful corporate career in India, moving over to Australia & effectively starting again,…
For years I have held a belief that exceptional sales results is directly related to an exceptional sales culture. It may be a cliché, but an exceptional sales culture will…
Many sales organisations believe they are buyer centric and place the customer at the centre of everything they do, and yet, often their behaviour and strategies tell a different story.…
In working with sales leaders and their teams, it is intriguing to observe the language that is used and the behaviours demonstrated, that often leads to results that the salesperson…
When it comes to sales, the words integrity and honesty are probably not 2 words many people would lead with to describe the profession. Over many years, sales has endured…