Planning - A Vital Function Of Sales Management

I get to work with a great many Sales Managers as I train their Sales Teams. Some of the problems I see them battling with on a daily, weekly and monthly basis have been created by themselves due to a lack of planning. [Read More]

By Wayne Berry - Top Gun Sales Academy

How To Spot A Lying Interviewee

Have you ever been tempted to exaggerate or be less than honest about your professional credentials or employment history at a job interview? [Read More]

By Alan Pease

Overcoming the Discounting Crisis

Dealing with the forces of price (or discounting) and commoditisation appear to be the two most pressing issues on the agendas of Australian Sales Directors and Sales Managers. [Read More]

By James Fennessy - Huthwaite

Creating The Perfect Professional Selling Practice

The industry you are in has become harder through no fault of your own! The challenge now is having to find good people who are committed just like yourself. [Read More]

By Keith Abraham

How do You Measure Potential?

Sales results are not produced by what you know. They are produced by what you do. When sales people have a strong framework for sales they are more likely to take action. [Read More]

By Michael Schoettler - Sales Sense

How Words Create Action

Have you ever wondered how it is that some people can influence others, and how they do it consistently? It’s not the “scripts” they use. [Read More]

By Geoff Wade

Yes, Yes, Yes! Using the Agreement Frame

In order to make a sale we need to reach a point of agreement with our prospect, right? At some stage they are going to have to say yes in order for a sale to occur, correct? [Read More]

By Rod Moore

Optimising Your Sales Process Can Double Your Sales

Sales organisations can benefit immensely from creating and using well defined sales processes that closely mirror the way their clients want to buy from them. [Read More]

By Paul Howdle

Hire On Attitude, Then Teach The Skills

It has been my experience that some sales managers when recruiting, look only for people who have the skills and industry knowledge, and neglect the "attitude factor". [Read More]

By Wayne Berry - Top Gun Sales Academy

Are You Telling Enough Stories?

Consider this: when you make a sales presentation, it’s not about keeping your listener’s attention – it’s about regaining it once you’ve lost them. [Read More]

By Sarah Denholm