3 easy ways to beat lower priced competitors

March 2, 2017March 2, 2017 Brendan Walsh

Overheard a conversation once that went along the lines of “You’re a typical salesperson, you promise me the earth, but you end up giving me Afghanistan”. (more…)

Principles of effective fundraising

November 26, 2016November 27, 2016 Brendan Walsh

First things first. Your charity or non-profit organisation (‘charities’) is a not for profit business, but unless you run it like a business you won’t survive. This means having effective processes and systems, bookkeeping and HR functions, amongst others. But the focus of this paper is on effective fundraising (more…)

How to sell professionally

November 23, 2016November 23, 2016 Brendan Walsh

When I first start working with businesses many of their people worry that I’m going to teach them how to “sell”. It’s as if sales is from an alien culture, with anybody in a sales position being like the disciple of Lucifer. (more…)

Sales Training and why it can’t stand alone

September 4, 2016September 4, 2016 Brendan Walsh Leave a comment

Many businesses see sales training as the panacea for all of their sales ills. Let’s send the sales team on some sales training and it will cure all of our sales problems. Whilst our business is all about sales training, we do have a number of issues with this: (more…)

How’s your Sales Culture?

August 30, 2016August 31, 2016 Brendan Walsh Leave a comment

There’s an old joke that asks “What’s the difference between yoghurt and Australia?” With the answer of course being “Yoghurt has some culture.” But what’s this got do with your Sales Culture? (more…)

Sales Olympics

October 26, 2012October 16, 2016 admin

How would we fare if we had a Sales Olympics?

Fitter, faster, higher, stronger… (and most certainly drug free!) (more…)

Sales Management

September 7, 2012October 16, 2016 admin

The Sales Management dilemma – how do we drive high performance in our salespeople? (more…)

Sales Culture

April 5, 2012October 16, 2016 admin

We believe that salespeople are business leaders. By that we mean leaders in their own business specifically, and vital to the development of a vibrant sales culture from within. The success of any business will be delivered by many things, some of which are directly influenced by salespeople: (more…)

10 Common Sales Mistakes that salespeople make.

December 1, 2011September 26, 2016 admin

Here are 10 common sales mistakes that we regularly come across: (more…)

Personal grooming for sales success

June 1, 2011September 26, 2016 admin

Your customer will never tell you directly but the way your personal grooming often plays a big part in whether they’re prepared to do business with you. (more…)

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