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Elevate sales performance

Right behaviour, consistent action, better results

Ingrid

My latest insights into all things sales

 

Work it, work it, work it

Networking.  When time is the one resource we can’t get back once spent, we must select wisely when it comes to finding the right group. Here are some considerations to help you find the right networking group for you: Know your purposeBe clear about what you’re...

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Knowing vs Doing

I work with a variety of clients to help them grow their revenue and improve sales performance from ASX 200 companies to mid sized enterprises.  The most successful programs have shared a number of criteria that I’ve noticed is consistent, regardless of the industry,...

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Show up to give not get

A bit over a week ago, I did a keynote at the Melbourne Executive Assistants’ Group breakfast as part of a trio for ProjectYou.A major part of my presentation was about showing up to give and not get and what that’s meant for me as a sales professional. And, I must...

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People Buy You

Not so long ago, I was a partner in a firm doing pretty much what I’m doing now: working with sales teams to improve performance.I love watching people transcend beyond their limits and grow.  Beyond that though, it’s the deep relationships I build with my clients and...

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Herding Cats

That’s how it can feel when you’re leading a sales or customer service team.  I often hear: “How do I get my team to do what I ask?”  or  “They know what they need to do, why don’t they JUST DO IT!!?”If you relate to this and are yelling at your computer please know...

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Is Customer Service Selling?

Being of service, creating an engaging customer experience, listening to understand, delivering a solution the customer values…Customer Service or Selling? The difference is the immediacy of revenue.Sales is measured by revenue created as a direct result of sales...

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Dealing with Decision Inertia

First it was “Before Xmas”; then, “In the New Year”.  Now it’s “After Easter”….Customers making decisions to work with us seem to use these events as delay tactics….They’re used as unexpected hurdles making it difficult to sign off. Why?It’s not like Xmas, New Year or...

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Can I take your order?

No I’m not talking about cafes here.I’m talking about how easy it is for salespeople to fool themselves into thinking that “doing only what the client requested” is selling.  Neither is selling a recital of menu items for the customer to choose from.We’ve got to do...

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R is for Retail. R is also for…..

Recent announcements of the government’s definition of Australia being in a recession caused me to cast my mind way, way back to the “recession we had to have”.  Early 1990’s.  Times, when most businesses cut back on recruitment and cost wherever they could and made,...

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Sales at any cost?

KPI’s.  KRA’s.  Performance Targets.  Commissions.  Bonuses. When my clients tell me they want their customers to be blown away by the experience, I ask to see the performance measures against which their sales team is evaluated.It’s usually sales, sales...

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R is for Retail. R is also for…..

Recent announcements of the government’s definition of Australia being in a recession caused me to cast my mind way, way back to the “recession we had to have”.  ”.  Early 1990’s.  Times when most businesses cut back on recruitment and cost wherever they could and...

read more

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