Why all leading salespeople must become authors – and how you can start today

by Paul Sparks 2 October 2010

How important are you for your clients to stay in touch with? Why would potential clients want to meet you? We know that professional selling is undertaking a major revolution in approach, application and execution.  We know that if you don’t bring extra value to the sales encounter – then you should expect to be [...]

Read the full article...

Why understanding empathy is the key to your future sales success

by Paul Sparks 5 September 2010

What if the key to sales success was NOT greed, self-focus and a relentless push for decisions which are often not in the buyer’s best interest? What if uncompromising competition was NOT the way to build quality and add value? What if salespeople could do what many feel an innate desire to do – create [...]

Read the full article...

Lessons for selling in good – and bad – times

by Paul Sparks 25 August 2010

Neil Rackham has built a strong international reputation in the global business community as a speaker, writer, and seminal thinker on sales force effectiveness. Three of his books have appeared on the New York Times best-seller list, and his works are translated into over 50 languages.  Recently he has been named by the Speaker’s Bureau as one [...]

Read the full article...

Does poaching star sales performers really work?

by Paul Sparks 20 August 2010

It’s so tempting isn’t it – employ the sales guy or gal from the opposition company that are setting the world on fire.  Then all our problems will be solved.  Sales figures will soar, and, as managers, we’ll go from zero to hero just by poaching that star performer. Or will we? There are lots [...]

Read the full article...

Why salespeople must look to India & China

by Paul Sparks 25 July 2010

I’m a middle-aged white guy who lives in Australia. In my lifetime, the focus for trade and cultural exchange for Australia has shifted from the UK & the US to, firstly, Japan, and now more widely to other parts of Asia.  China, India, Vietnam, Indonesia and other Asian countries now play a role of growing [...]

Read the full article...

Defining and achieving measurable sales success using a mega planning approach

by Paul Sparks 17 July 2010

What makes us successful as salespeople? Is it simply the attainment of sales budgets and targets? Or are there other elements which are critical to our long term success? Dr Roger Kaufman is considered to be one of the most influential figures in current educational practice and design, and has been a leader in the [...]

Read the full article...

Highlights from the June 18 Sales Effectiveness breakfast

by Paul Sparks 7 July 2010

Nearly 80 people interested in learning the latest ideas, trends and innovation in professional selling and sales management joined me recently at Luna Park in Sydney for the third Sales Effectiveness breakfast event for 2010.  As with previous events inthis series, the feedback was fantastic. I hope to see you for the second series in [...]

Read the full article...

← Previous Entries

Next Entries →