Blogs

Overview Abbott Diabetes Care (ADC) is a global leader in diabetes care, supported by a team of approximately 70,000 employees and a robust portfolio spanning diagnostics, medical devices, nutrition, and generic pharmaceuticals. Operating in over 150 countries, Abbott is renowned for its science-led innovation and commitment to improving health outcomes. Objectives Establish a unified and… Continue reading Case Study: Abbott Diabetes Care – Building a Scalable, Values-Driven Sales Culture

Background Before 2017, the Sports Medicine division of Smith & Nephew—comprising around 600 sales representatives—lacked a formalised sales process. Within a complex orthopaedic sales environment and a rapidly expanding product portfolio, the absence of a structured approach posed significant challenges to the effectiveness of a largely inexperienced sales force. The Need for Change Following a… Continue reading Case Study: Smith & Nephew – Establishing a Common Sales Language Across a Growing Sales Team

The Sales Training Debate When it comes to sales training, organisations across New Zealand and Australia often face a critical decision: should their sales teams be trained to lead with deep product knowledge or prioritise customer needs and relationships? Both approaches offer value, but in a modern business landscape defined by information access, shifting buyer… Continue reading Customer-Focused vs Product-Focused Sales Training: What Truly Drives Sales Success?

Leadership Coaching Australia & New Zealand In today’s fast-paced business environment, effective leadership isn’t just about managing tasks—it’s about inspiring people. More than ever, organisations across Australia and New Zealand are recognising the critical role that leadership plays in shaping culture, driving performance, and achieving sustainable growth. That’s where Integrity Coaching, our values-based leadership coaching… Continue reading Develop Strong, Values-Based Leaders with Integrity Coaching

In Auckland’s fast-paced and increasingly competitive business environment, sales teams are under pressure like never before. Buyers are more informed, more discerning, and expect more value in every interaction. For Auckland-based companies looking to stay ahead, one thing is becoming crystal clear: Traditional sales training is no longer enough. Modern sales training in Auckland is… Continue reading Why Sales Training in Auckland Is Changing—And What Your Business Needs to Do to Keep Up

Improving sales performance is crucial for business growth, especially in an ever-evolving landscape. Last year, Salesforce revealed that 67% of sales representatives surveyed did not anticipate meeting their quotas, with 84% having fallen short the previous year. Rising competition, changing customer expectations, market volatility, and other uncertainties mean there is both an opportunity and a… Continue reading How to Improve Sales Performance and Drive Business Growth In New Zealand

Running a small business in Auckland comes with its unique set of challenges. From competing with larger corporations to managing limited resources, small business owners often wear multiple hats to keep things running smoothly. However, one area that should never be overlooked is sales training. Investing in small business sales training can be a game-changer for your company.… Continue reading Why Investing in Small Business Sales Training is a Game-Changer for Auckland Entrepreneurs

In today’s competitive sales landscape, the key to standing out isn’t just about pushing products—it’s about putting the customer at the heart of everything you do. For sales professionals, managers, HR leaders, and business owners in New Zealand and Australia, adopting a customer-centric sales approach is no longer optional—it’s essential. This blog will explore why customer-centric sales… Continue reading Mastering Customer-Centric Sales: Proven Strategies to Build Trust, Close Deals, and Drive Long-Term Success in New Zealand and Australia

From predictive analytics and sales automation to chatbots and conversational intelligence, businesses across Australia and New Zealand are increasingly embracing the latest advancements in artificial intelligence (AI) and automation. This trend is only set to grow as digital technologies and AI tools continue to transform the sales landscape. These innovations offer significant benefits, such as… Continue reading Using AI in Sales Should Never Compromise the Human Connection

In today’s competitive marketplace, customers are more empowered than ever before. They expect more than just a transactional relationship with businesses—they demand genuine connections, trust, and solutions tailored to their unique needs. For companies in Australia and New Zealand, adapting to these expectations is no longer optional. This is where customer-centric sales training can make… Continue reading The Benefits of Customer-Centric Sales Training for Australian and New Zealand Businesses