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The 5 Dimensions for Sales Alignment, Harmony & Success

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Leading a sales team and operation is like bringing together an orchestra where there is a fine line between success and failure, being harmonious or out of tune.

As sales professionals, we can often find ourselves either ‘firing on all cylinders’, ‘kicking goals’ and ‘getting the job done’ or feeling ‘not quite right’, ‘out of sorts’, or ‘off our game’ and often not really sure as to why. Putting our finger on what makes us successful or not isn’t ...

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4 Questions to Test if your Sales & Prospecting Tactics are Ethical

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  1. Do other people stand to gain from your sales tactics and actions?
  2. Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem?
  3. Do your sales tactics and actions move you and your customer closer to your respective short- and long-term goals?
  4. Would most people approve of how you prospect for new business and sell?

If each of us can honestly answer “yes” to these questions, then it would appear that our sales and prospecting ...

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The (business) world we live in and why being prosperous is not unethical

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Today it happens it is the same
to be decent or a traitor
To be an ignorant, wise, a pickpocket,
a generous person or a swindler
All is the same, nothing is better
They are the same, a fool
and a professor
There are no failing grades or hierarchy,
the immoral people have caught up with us.
If one lives in deceit
and another, in their ambition, steals.
It’s the same if it’s a priest,
a mattress ...

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A Fair Exchange of Value goes beyond exchanging money for goods

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At its simplest, selling and buying is about a transactional exchange of a service or product for money.

For simple, low cost, transactional sales, where we may have little vested interest in the other person or company providing that product, we may not reflect as deeply on our buying interactions with them. However, if we discover that we have been ‘ripped off’ by paying too much for something, or unfairly treated, or discriminated against, and so on, we are ...

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CX & HX – it’s all about people

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The terms Customer Experience and Customer Centric have been around for some time. These terms are now referred to in shorthand as CX. Now a new term is emerging – HX, the Human Experience.

What does all this mean? Aren’t they the same thing?

Let’s look at some definitions first:

In commerce, customer experience (CX) is the product of an interaction between an organisation and a customer over the duration of their relationship. Basically, it’s the steps involved and how a ...

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6 Tips on How to Sell Value and Reposition Price

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One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way.

Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.

The price is an arbitrary figure with no inherent ...

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Is your organisation your worst ‘Sales Blocker’?

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Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on.

The accusatory finger always seems to be pointing at the salespeople. This is sometimes fair; however, there are many reasons why salespeople are prevented from carrying out their sales duties effectively.

Let’s explore these blockers to better sales performance and see how we can remove them from ...

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Is your sales team sinking or swimming?

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If your organisation is like most companies, some effort is usually invested in product training but not usually in ‘how we sell around here’.

Selling is an unusual profession in that selling is ubiquitous – present everywhere; essential for businesses to succeed – yet poorly understood especially when it comes to effectively transferring skills, knowledge and capability to others.

Most salespeople will tell you they learn selling by default, not design. They are thrown in, and if they survive they ...

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Sales Leadership – the power of preparedness, curiosity and courage

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The state of flux we are experiencing, is bringing about a shift in the top key qualities required to be an effective business executive and leader.

It’s not necessarily a completely different set of qualities, but a change in their order of relevance for navigating a changing, ‘fluxy’ kind of world.

So, what are the essential characteristics and qualities of effective business and sales leaders and what business executives can do to deal with these paradoxes and be ready for ...

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Is a Net Promoter Score a valid predictor of customer loyalty?

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In your business travels you may have heard of the acronym NPS. It stands for Net Promoter Score.

Developed by Fred Reichheld of Bain & Company and Satmetrix in 2003, NPS is a management tool designed to gauge the loyalty of a firm’s customer relationships. It serves as an alternative to traditional customer satisfaction research and claims to be correlated with revenue growth. In short, it is a single question measure that asks customers to rate their intention of ...

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