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7 things you need to know to master the Craft of Selling

By / / Blog, Online Courses, Sales tips, Sales Training, Selling Skills / 3 minutes of reading

We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally and externally.  Selling is the vehicle that allows opportunity to flourish and people to prosper. Nothing happens until something gets sold. However: As ever present as selling is in our daily lives, most people learn how to sell by default, […]

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Personal Branding is a must have asset

By / / Blog, Sales tips / 4 minutes of reading

As technology and the internet have evolved, our access to information has also vastly grown. Never before has it been so easy to find out so much about a product or a person. With a simple Google search, one can find pages of information regarding someone’s career, achievements, education, and even what they have shared online. This ease of access to data has made the buying process significantly easier and

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The 5 Dimensions for Sales Alignment, Harmony & Success

By / / Blog, Sales leadership, Sales tips / 3 minutes of reading

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

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

By / / Blog, Ethics and Values, Online Training, Sales leadership, Sales Strategy / 4 minutes of reading

Do other people stand to gain from your sales tactics and actions? Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem? Do your sales tactics and actions move you and your customer closer to your respective short- and long-term goals? Would most people approve of how you prospect for new business and sell? If each of us can honestly answer “yes”

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

By / / Blog / 3 minutes of reading

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

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A Fair Exchange of Value goes beyond exchanging money for goods

By / / Blog, Ethics and Values / 5 minutes of reading

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

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CX & HX – it’s all about people

By / / Blog, Sales Strategy / 5 minutes of reading

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

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6 Tips on How to Sell Value and Reposition Price

By / / Blog, Sales Prospecting, Sales tips, Selling Skills / 2 minutes of reading

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.

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Is your organisation your worst ‘Sales Blocker’?

By / / Blog, Sales leadership, Sales tips / 4 minutes of reading

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

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Is your sales team sinking or swimming?

By / / Blog, Online Training, Sales leadership, Sales Training / 3 minutes of reading

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

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