From the category archives:

Interviews & Conversations

Strategies for selling successfully in a down economy

by Paul Sparks 4 August 2009

For the last 20 years, SPI has been a leader in helping global companies successfully transition from selling products to marketing and selling high-value solutions. Cameron Wilson and the team at Sales Performance International (SPI) have been great supporters of the upcoming Sales E-Conference – “selling from recession to recovery”.  Cameron has organised for one [...]

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Why your clients are asking different questions in 2009

by Paul Sparks 31 July 2009

James Fennessy is the CEO of Huthwaite Asia Pacific.  Huthwaite is one of the largest organisations in the world devoted to implementing sales performance improvement programs.  Based in Sydney, James has actively supported the upcoming Sales E-Conference by facilitating the appearance of the founder of Huthwaite and developer of SPIN® Selling, Neil Rackham, as a [...]

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Mistakes sales leaders need to avoid

by Paul Sparks 23 July 2009

Barry Porter is one of the presenters at the upcoming Sales E-Conference – “Selling from Recession to Recovery”. Barry leads Quantum Shift, a sales performance consultancy which helps organisations tackle fundamental sales challenges – including customer acquisition, sales force productivity and sales process improvement.  Barry has developed a unique insight into sales and marketing effectiveness [...]

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Career lessons every salesperson and sales manager must learn from the current financial crisis

by Paul Sparks 8 June 2009

I’ve recently had the pleasure of having a number of discussions about professional selling with Peter Black – one of Sydney’s most highly regarded business and executive coaches.  Peter is ex-PWC (but we won’t hold that against him!), and has been working for the last few years as a coach for senior executives from a [...]

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