Ethics and Values

The rise of Ethical Selling

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The History of Sales Methodologies Whitepaper, revised & updated

Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose driven business and selling practices.

This got us revisiting our whitepaper, The History of Sales Methodologies – why some work and others don’t which we published in 2013. We wondered if there were enough significant changes in the last 6 years to warrant an update and revision. And there are.

The History of Sales Methodologies, revised and ...

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Selling in times of social mistrust

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While there has never been a better time to be alive with access to wonderful resources and opportunities, amazing innovations, advances in technology and better healthcare, that can encourage the potential for our evolution and mutual prosperity, there is a shadow of mistrust that is following us everywhere.

Despite all the positives, there are a number of factors, fads and ideologies that have been playing out in business and governments over the last 25-30 years that have contributed to ...

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The road less travelled – Selling Better

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We are, as a business specialised in sales, dedicated to promoting the concept of Selling Better rather than follow the traditional path of Selling More, and that has made all the difference.

The journey hasn’t been easy, up against the prevailing business paradigms of short-termism, ‘win-at-all-costs’, quick fixes, and race-to-the-bottom tactics, and the sales gurus with their silver bullets promising sales success. And, let’s not forget the all-time favourite: cost-cutting as the panacea for business profitability. Some businesses still ...

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Sales cycle taking longer (much longer)

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In a B2B environment, the sales cycle is usually defined as the days/ weeks/ months that pass from the first time a salesperson makes contact with a lead to the moment the client signs the contract. However, most definitions of ‘sales cycle’ have flaws because it’s nearly impossible to have one definition applicable to every business. Sales cycles vary enormously from industry to industry and organisation to organisation.

Regardless of what your definition of a sales cycle is, or ...

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12 things we’ve learned so far about Selling Better

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My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things.

Here are some of what we have learned:

  1. Selling is everybody’s business and everybody lives by selling something
  2. Selling starts with opportunity and purposeful optimism
  3. Selling is the vehicle that allows opportunity to flourish and ...
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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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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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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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Trust is the heartbeat of business, sales and society

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Trust is the heartbeat of business, sales and society.

Without this life force pumping vitality through our collective systems every day we start to wither and recoil. We become weak and anaemic. We close ourselves off and lose sight of what is real and important to our survival.

However, trust is much more present in our daily lives than the media and governments might have us believe.

Most of the people we rely upon to get us through our daily lives ...

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A new salesperson stereotype

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The typical salesperson stereotype is that of the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all persona that is often portrayed in the media and business world via films, press, social media, books, articles, and so on.

Many salespeople have never been able to relate to this stereotype and others who don’t consider themselves salespeople but need to sell find this task daunting because they don’t want to have anything to do with that popularised ...

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