Weakest Link A study conducted at the University of New South Wales Australian School of Business, has shown how just one unconscientious worker can drag the performance of the entire…
Unmasking Your Prospects
Much has been made of the connection between fine-tuned emotional intelligence and sales ability. The relationship between the two is simple – if you have the ability to read people…
Making Success Inevitable
Achieving goals is predictable, if you believe the words of best-selling business and self-help author and presenter Brian Tracy. It’s a tantalising thought, particularly for those of us to who…
The New CPA: Let the Seller Beware
Prior to being able to unpack the practical implications that the new Consumer Protection Act (CPA) will have for sales execs and their teams, it helps to understand the basics…
Niche Marketing: Inverting The Sales Funnel
In a tough sales environment there’s a tendency to throw more of the same procedure at a problem. Sales teams are urged to increase their prospect lists and ramp up…
Going With Your Gut?
The collapse of global financial markets taught us, among many other things, about greed, the lack of systemic controls and the extent to which the human decision-making process can be…
Find Your Meaning and Mojo
State of mind might seem like a ‘soft issue’, but part of the sales leader’s role is to motivate the team and keep them upbeat, positive and focused on success…