Is Australia ready for a Masters Degree in Professional Selling and Sales Management?

by Paul Sparks 13 June 2010

According to ABS statistics, nearly a million Australians work in the field loosely called “sales”.  If we add the large group of managers responsible for the performance of this group, plus the tens of thousands of small to medium sized business owners directly involved with the sales function, we could comfortably assume that well over 1.5 million Australians [...]

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Highlights from the May 14 Sales Effectiveness breakfast

by Paul Sparks 3 June 2010

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 second Sales Effectiveness breakfast event for 2010.  The feedback was fantastic – I hope to see you in June. Till then, here are some highlights from May for you. [...]

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Professional selling and the paradox of choice

by Paul Sparks 1 June 2010

You don’t need to have been in sales for long before you start running into situations where customers and clients keep deferring purchasing decisions.  Your argument may be compelling, and the evidence clear – but still no sale.  And you don’t lose the sale to a competitor – the customer simply doesn’t make a decision. [...]

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Highlights from the April 23 Sales Effectiveness breakfast

by Paul Sparks 31 May 2010

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 first Sales Effectiveness breakfast event for 2010. Here are some highlights for you. John Barraclough & Warwick Burgess.  “How to deliver effective sales presentations” A presentation can make or [...]

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Announcing the first set in the Sales Breakfast Series for 2010

by Paul Sparks 24 March 2010

I’m delighted to be your host for Australasia’s first regular event series assembled specifically for those interested in getting better results for their sales efforts.  Over the year I’ll introduce you to a number of people who will give you ideas that will help you stay ahead of the sales curve. If you’re serious about [...]

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Presenting like Steve Jobs

by Paul Sparks 8 February 2010

What makes someone a great speaker and presenter? What do good presenters do to make their presentations work? If you’re in sales – or sales management – you’re a presenter. And if you want to be an effective presenter, you should learn from the best. Here’s a short video from one of the US’s leading [...]

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Rethinking the 7 habits of highly effective people & Stephen Covey for a new sales audience

by Paul Sparks 7 February 2010

Are there basics – principles – upon which a successful sales career can be built? Is there a framework for decision making in a sales environment which can help us retain our integrity – and around which we can build a competitive edge? Steven Covey’s landmark book – “The 7 Habits of Highly Effective People” [...]

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