It is often seen as a natural career progression for a high performance salesperson to move into sales management. That was certainly my experience as a young, successful salesperson when, early in my career, I was quickly ‘promoted’ into management. However, those offering me this ‘great opportunity’ gave little consideration to the differences in the […]
Sales strategy must be aligned to the business strategy… That sounds like common sense… however Wayne claims it doesn’t happen in many businesses and their bottom line suffers as a result. “It’s a matter of making sure that whatever the business strategy you deploy in order to win at business your sales processes should reflect […]
Huge congratulations to our client Blue Eco Homes for winning, yet again, the HIA Small Builder of the Year award. An office wall full of business and industry awards is testament to the professionalism and commitment to quality they deliver in every build. We are pleased and proud to be working with owners, Joe and […]
In this recent article on Strategic Selling Group, Inform Partner, Wayne Moloney explores how the principle of Lean are applicable to sales. As he writes: Lean has long been associated with manufacturing and credited to Toyota. However, I challenge both premises and am a believer that Toyota’s role in post-war Japan was to ‘commercialise’ a […]
Did you know that Businesses regularly spend up to five times longer losing a sale than winning a sale? Wayne Moloney explains why this is so – and what we need to do about it. In Wayne’s recent appearance on Strategic Selling Group he emphasises the need for a stringent qualification process to ensure we […]
My ‘Sales Masterminds Australasia’ colleague, Peter Strohkorb is a strong advocate of the need for sales and marketing to be more collaborative. In fact he is so passionate about this he has coined a phrase to cover the concept –Smarketing! His research has shown that businesses where this occurs are twice as likely to be […]
To enter into a battle without a plan is the height of stupidity and arrogance. Such generals should be put to death for they risk the lives of their warriors…” Sun Tzu, Chinese Military General, circa 2500BC In all my years of business development management and consulting, probably the greatest challenge I experience is getting […]
Congratulations to our client, Transformed P/L, to have won the Industry Collaboration section of the ACT Training Excellence Awards 2015 for their efforts in the Indigenous Australian Government Development Program (IAGDP). Yet another award for Michael Young and his team who we are pleased and proud to be associated.
Is Relationship Selling Dead? Despite all the hype that face-to-face selling is dying, building strong relationships is more important then ever. But maybe it’s just done differently… Inform Partner and member of Sales Masterminds Australia, Wayne Moloney, shares his thoughts why he believes relationship selling is still as strong as ever. Click here to read […]
I have been a student of business strategy for most of my 40 year career and have seen fads come and go. But even with this background I was surprised to read in recent Harvard Business Review articles that: Corporations spend on average 7 months of the year in strategic planning, and There are now […]