We tend to think that our biggest competitors are our closest industry rivals and possibly the new disruptors in the market. But just as often, we’re up against a less obvious and even more confounding challenge: the magnetic pull of the status quo. This might explain why, in a recent webinar, sales leaders told us that… Continue reading Why is the status quo your biggest competitor?
By Mike Fisher Originally published on SellingPower.com Do you ever ask yourself, “How is it that one sales call is a huge success, yet another goes sideways – often due to miscommunication and miscues?” We’ve all been there. Yet there’s good news: It’s possible to aim for more of the former and less of the latter… Continue reading Sales Success: Focus on How a Prospect Communicates
The NFL Draft is always fascinating for many reasons. The real-time drama unfolds as teams select what they consider to be the best 256 college football prospects. It triggers immediate debate, judgment, hope and frustration from fans and draft analysts looking to see who “won” the draft and is best set up to win in… Continue reading New Salespeople Need a Culture of Development to Win
A millennial management expert outlines what companies can do to ensure younger employees have the skills they need when they move into management roles. In summary, millennials are more interested in community, purpose and impact. They tend to lead by caring, which makes direct feedback and difficult conversations hard for them. Leadership skills of value… Continue reading Integrity Coaching for Millennials
Ethical sales training helps banks meet Australian Banking Association code of conduct requirements. Revelations about banks incentivising staff and third parties to push products on customers, such as unnecessary mortgages, credit cards and deposit accounts, have eroded public trust. Former Australian Public Service Commissioner Stephen Sedgwick’s independent review last year found some of the banking sector’s… Continue reading The Importance of Sales Training for Ethical Selling in the Banking Industry