Posts tagged as:

Sales Techniques

The seven key elements of a marketing plan for salespeople

by Paul Sparks 5 August 2009

Sharon Williams is one of Australia’s leading thinkers in the emerging field of integrated marketing and PR.  With her team at Taurus Marketing, not only does she work with some of our largest corporations – she also brings her knowledge and experience to the SME sector.  Sharon is also widely sought after as a speaker [...]

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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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The Professional Selling E-Conference – “From Recession to Recovery” – August 10 to August 21, 2009

by Paul Sparks 16 July 2009

I’m delighted to be your host for Australasia’s premier sales learning event of 2009. Challenges for salespeople, sales managers, marketing directors and small business owners have come thick and fast over the last 12 months.  Whilst Australia may not be in a recession – we’re experiencing something that certainly looks like one – and many [...]

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Selling & presenting with authenticity

by Paul Sparks 18 June 2009

What makes a presentation really connect with an audience? When you make a sales presentation – how can you make sure you’ve given it your best shot to get your point across?  Groucho Marx once said that “the key to life is sincerity – and once you can fake that – you’ve got it made!” [...]

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What dangerous assumptions are you making in the current sales environment

by Paul Sparks 15 June 2009

I recently read an article by John Golden, CEO of Huthwaite, where he outlines six assumptions which he believes should be questioned by all professional salespeople in today’s turbulent times. I think his observations are spot-on – and not just for the current sales environment.  In this piece I’d like to review the assumptions John [...]

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Sales, selling & the wisdom of crowds

by Paul Sparks 24 May 2009

The idea that a crowd can be more intelligent than its smartest individual has gained strong support over the last few years. Since James Surowiecki popularised the term when he published “The Wisdom of Crowds” in 2004, the concept has seen numerous applications particularly in the areas of mass movements, and team behaviour.  In this [...]

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