Entries by Wayne Moloney

Congratulations Blue Eco Homes!

Another huge congratulations to our client Blue Eco Homes for winning 2 awards at the 2016 National HIA GreenSmart Awards – GreenSmart Professional and GreenSmart Custom Built Home! Inform Consulting have had the pleasure of helping them develop and implement their business strategy, including their ISO Certification and IT implantation. It’s great to see their […]

Wellbeing in Sales, Business and Life

My friend Kitty Scheperman recently wrote a post entitled ‘7 Habits of Highly Successful Sales Leaders’. If you haven’t read it, it’s worth a visit. As I read Kitty’s article I realised that the habits Kitty was describing went beyond being applicable to sales leaders; they applied not only to sales leaders, but all salespersons, […]

A Sales Manager is a Team Captain

A Sales Manager has many roles, including Team Captain. View Wayne’s latest appearance on Strategic Selling Group where he explains why the team captain role is vital and how it needs to be conducted. It is great advice for sales managers old and new. https://youtu.be/cvjVvfd8c7k

Snapshot of a Successful Sales Manager

Over the past few months I’ve posted a number of articles on the roles that successful sales managers must perform. I’ve written about leadership, coaching, planning, performance management, reporting and hiring. All critical roles that accomplished sales managers must master and continually develop. But I’ve often been asked to summarise what I believe makes a […]

Sales Managers are Agents of Change

I have been in sales for over 4 decades and I have seen more change in the last 10 years than the previous 30. In fact, I expect we have probably seen more change in the role of sales and how it is conducted in the last decade than in the last century. Change is […]

Sales Managers are Master Communicators

It is not just the role of sales (and marketing) to deliver the message of the company to the market, but also to be the eyes and ears of the company. No one in the organisation is better placed to understand the markets perception of the business, the product or service offerings and the quality […]

I love being sold to…when selling’s done well

This is an unusual post from me as it relates specifically to a personal B2C experience, but one so good I had to share…and as you’ll see, when done well, delivering customer value is immune to B2B and B2C boundaries. The story starts in December last year when, being the well organised guy that I […]

Was I A Premature Challenger?

In today’s B2B sales environment, more informed, connected buyers are driving a very worthwhile change to a more professional and principled, smart and mutually valuable way of engaging in the buying and selling process. Through this we are seeing a continual evolution of sales methodologies that focus on what the customer sees as value. But […]