Mind Your Mindset
In many of my blogs I talk about recognising steps needed to navigate the sales journey successfully. I am going to share in these upcoming blogs, the steps of that sales journey. These are taken from my book –Selling is not optional Before we get more deeply into...
Walking The Talk – Sales is easy
“Sales is Easy” We are all in sales aren’t we? Sales often gets a bad rap. I believe that selling is an essential element in any business and, often, it’s your own beliefs around “sales" that prevent you from being successful. I invite you to move into the mindset...
Three Important Hoops to Put in Play When You Hire Your Next Salesperson
If you've read my last few posts. you'll see that I've been discussing the mistakes business owners make ( I have made every one of them- no kidding!) when it comes to getting the right salesperson on your team. I want to give you as much value as I can, so here are...
Hiring the Wrong Person Costs You Three Times Their Annual Salary
Throughout my recent posts, my message has been: hire the wrong person and it's going to cost you money...Heaps! Simple really. The old chestnut 'Hire attitude and then train', in this brave new world of data and measurements, is an old belief. Don't get me wrong, a...
The Big Three That Will Make Or Break Your Sales Recruitment
What not to do when Hiring Salespeople. Hire in your own likeness- A potential salesperson comes in to meet with you, and within a short time you have hit it off, you may have even shared some key rapport-building facts about each other. Of all the applicants that you...
How to Avoid the Biggest Mistake You Can Make when Hiring a Salesperson
How to hire a Superstar Salesperson each and every time Today, I released my free report on How to Hire a Superstar Salesperson each and every time. To coincide with releasing this free report, I wanted to share some of my thoughts around how I have hired salespeople...
A Library card is all your need
Sometimes we need a little motivation to get us going; here is a great story about seeking your own motivation. It was a cold winter’s morning in Austin, Texas when I was dragged along to a keynote speech done by Og Manadio, the famous author of the book “The Greatest...
If Media Companies Can Do it- Why can’t you?
A Valuable Lesson. Throughout my 30 years of selling advertising to companies of all sizes, I learned many valuable lessons. I began as a door-to-door stationary salesperson in Sydney, selling everything from pencils to exercise books. I then moved on to selling...
The Butterfly Effect
In 1963 meteorologist Edward Lorenz announced a stunning discovery. For decades, people had viewed the universe as a large machine in which causes matched effects. “Cause and effect” it is sometimes known as, or “what you reap you sow.” He discovered The...
How to Speed Sell
Have you heard about Speed Selling? Speed Selling is a great way to launch a company and I have participated in it several times. Over the years it has become a lot more sophisticated. My old company, NRS Media, has fine-tuned it to pretty much launch a brand new...