Training & Personal Development
They say that behind every great golfer is a great team. In the case of the latest Masters winner Adam Scott, he certainly understands the meaning of team. Cold, Wet,[...]
Sales Management · Training & Personal Development
Most people in sales know the value of goal-setting but it’s sometimes difficult to establish what people want to achieve through their work beyond simply making their sales target. I[...]
Training & Personal Development
I work in a studio down the back of my home in Sydney – sometimes it’s so quiet I can hear the ants talking. A friend of mine suggested I[...]
Training & Personal Development
Your profits come from your customers. I came across this from one of my retail friends last week. It’s something that he gets his salespeople tuned into. In fact he[...]
Training & Personal Development
I was meeting up with Graham Barr this morning; he regularly adds his voice to Talking Media Sales from a print perspective. We were talking about how many direct sales[...]
Strategy & Customer Needs Analysis
Several times a year I get the opportunity to give a talk at our local media training school. I do two sessions in the week and they usually go for[...]
Sales Management · Training & Personal Development
Any good manager will tell you that they surround themselves with people that are better than them. The weak ones do not subscribe to that belief. They just manage, work[...]
Training & Personal Development
Someone recently asked me: ‘Who was the smartest salesperson you ever worked with?’ The question alone raised other questions. What do you mean by smart? In fact, what do you[...]
Training & Personal Development
Welcome to 2011 everyone! Hope you all had an enjoyable break with friends and family and are recharged and ready to go for the new year. I wanted to start[...]
Sales Management · Training & Personal Development
Identifying the barriers to sales performance is the step to take BEFORE you develop a plan on how to improve it. The first potential barrier is their level of motivation[...]
