All Entries in the "2. Finding Clients" Category
Is Short Term Focus In Sales Good or Bad?
I was inspired recently when I was again invited to do a sales workshop for the NSW Young Achievers Awards. And it got me thinking about the question of whether having a short term focus in sales is a good or a bad thing…
A New Twist On The ABC’s of Selling
My first sales training course, back in the 1980’s was The A.B.C.’s of Selling. The ABC’s of selling stood for Always Be Closing. The mantra was something like, “close early, close often and close hard.” What a load of rubbish it all was…
Weathering The Seasons Of Sales Success
While chatting during a break at a recent conference, it became evident to me that some of the business owners were really struggling in the current economic downturn, and yet others were having some of their strongest results in years…
Are You A Sales Hunter, Farmer or Trapper?
Salespeople are often categorized into Hunters and Farmers. And there’s a third category I refer to as the Trappers…
Sales Agility And Success
Recent research highlights the importance of ‘agility’ in business, and suggests that Salespeople are amongst the most agile. However many CEO’s fear that they are at risk because of an overall lack of agility…
