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Sales Fundamentals

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 [...]

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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 [...]

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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 [...]

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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 [...]

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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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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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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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