Insights

Sales Mindset 101 In the first of this series of articles we looked at the way in which the strategy of selling now requires a […]

Why are we more connected, yet many feel disconnected? There is no doubt that the COVID-19-induced recession would have been far worse had it not […]

Creating engaged employees by being engaging There appears to be a backlash against all authority in the modern world. Governments and media have been roundly […]

Create a product push strategy from product position to training When selling in a crowded market, your sales strategy is the foundation on which your […]

In a world threatened by information overload, organisational leaders have a responsibility for cutting through the fog and presenting a clear picture of vision, values, […]

The Kotter + 1 process of organisational behaviour for change The world of business is moving faster than ever. Technology usurps itself on an almost […]

When organisations are acquired only to be sold piecemeal, we often hear that “the sum of the parts is greater than the sum of the […]

More so today than at any other time in history, businesses that foster a collaborative environment are winning the race to competitive advantage. Collaborative leadership […]

Keeping the customer satisfied: the key to profit It’s a misconception that price drives customer satisfaction scores. After the Great Recession, when businesses and the […]

Giving Feedback Effectively  A 2009 Gallup survey of more than 1,000 US-based employees sought to qualify the impact of feedback on employees. Its findings are insightful: […]

Leading via the link between team motivation and engagement Many studies, surveys, and polls have concluded that employee engagement is key to building a successful […]

Research published in the 2011 Journal of Applied Psychology (Antecedents and consequences of psychological and team empowerment: a meta-analytical review – Siebert, S.E.; Wang, G.; Courtright, S.H.) […]

Organisational transformation is difficult In today’s world, change is the only constant that surrounds us. In business, it’s no different. For employees, this can be […]

When sales teams listen to their customers, sales numbers will speak for themselves Listening to others is a transformative quality. It strengthens personal relationships. It […]

While organizations such as Google are often discussed as shining companies that use employee empowerment, there are countless other firms pushing forward in their markets […]

Activities to Teach Trustworthiness A 1999 poll carried out by the New York Times and CBS asked, “What percent of people in general are trustworthy?” […]

Get real with assistive technology Sales organizations across the United States have worked hard to improve the diversity of their workforce, though one area that lags […]

It’s often said that the best salesmen are the most resilient. But what creates resilience in sales? Ron Willingham, author of Integrity Selling for the 21st Century, […]

There have been plenty of books, papers, and articles written about methods of identifying customer needs, though most fall short of discussing the importance of communicating […]

Accessing the benefits of customer engagement prospecting techniques Sales is a tough world, highly prone to individual, local, national and international economic influences. When economies […]

What is Integrity Selling? Integrity Selling is more than just a sales technique; it’s a comprehensive sales training program designed to foster a customer-centric approach […]

Process to manage time more effectively to ignite sales In the course leading their teams, sales managers have many responsibilities to contend with, many of […]

In my last post, we looked at appointment-setting scripts that work. In this post I want to delve a little deeper, and examine the art of […]

Influencing is at the heart of integrity selling Many salespeople underachieve because they mistakenly feel that selling is something you do to someone. They believe […]