“You miss 100% of the shots you never take.” – Wayne Gretsky Wayne Gretsky was an extraordinary Canadian ice hockey player. More on goal achievement in sales
Every step you take gets you closer to your goal Read More »
Real estate agents are not earning enough. Despite the real estate industry having some of the highest income earners in the country only a small number of real estate agents earn over $250,000 per year.With some many offices around the country why are there so few individuals at this level of personal success? Is it
Cold calling still the leading light in new business sales Read More »
What do you think when you hear the word ‘entrepreneur’? It’s phrase often used to describe a start-up business person. The dictionary.com defines it simply as: “a person who organizes and manages any enterprise, especially a business, usually with considerable initiative and risk.” But why is it some people take the risk and use their initiative?
When your idea just wont give up on you Read More »
The reason so many people never get anywhere in life is because when Opportunity knocks, they are out in the back-yard looking for four-leaf clovers. Walter P. Chrysler Founder of Chrysler Foundation Needing to be inspired? More here More articles: What is a Sales Excellence Business?
Can a successful salesperson do either of these sales roles? No, as very different people are capable of doing these two jobs properly. Using SIP we can see these differences in capability very clearly but it is not so obvious observing BDM’s and account managers in the wild.
Difference between Business Development Manager (BDM) & Account Managers Read More »
A illustration of the percentage of the population who can prospect either totally independently or with some systems support versus the vast majority who simply cannot. With SIP it is possible to identify the minority who can prospect before hiring.
Are your staff too scared to cold call? Read More »
PLEASE STOP READING RÉSUMÉS – THEY ARE BAD FOR YOUR BUSINESS Résumés or CV’s provide no insight into whether a candidate can sell. SIP will clearly identify their selling capacity even before you met them and show you whether they will fit into your team saving you hundreds of hours in lost recruitment and training time and tens of thousands in lost revenue.
What’s the number one issue facing sales organisation, managers and owners? Read More »
An interesting statistic that shows recruiting good staff is getting harder “Spending per employee on recruiting went up 6% this year…which is more than 3X the money spent on the training of internal candidates.” So why don’t companies spend more money training existing loyal and product savvy staff to take on these new roles? Not
What about us? Growing your talent from within Read More »
I have produced a range of training videos entitled “Emotions in Selling”. You will soon be able to purchase these videos through my online shop, however to get you started on the way to understanding excellence in selling I am giving the first one away free! That’s it, for nothing, gratis, on the house as
Emotions in Selling – Part 1 Read More »
“When patterns are broken, new worlds emerge.” – Tuli Kupferberg Love this quote! It’s the most elegant way of saying if you change yourself the world changes with you. Unfortunately change is the hardest of all things and rarely occurs elegantly. Indeed most of us have it hoisted upon us through some catastrophe. To proactively create
“When patterns are broken, new worlds emerge.” Read More »