Archives for Apr,2015

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A Sales Evolution or Revolution? What’s changed in sales methods over the past 30 years and what it means for modern sales-based organisations.

How does a sales-based organisation know which sales methodology is best?

Solution selling, SPIN selling, Insight Selling, Smarter Selling, RAIN Selling, Consultative Selling, Challenger Selling….and the list goes on. Over the last 30 years, sales ‘experts’ and authors the world over (us included) have devised, formulated and promoted a range of different selling methods that have all spelt the demise of the traditional ‘push’ sales approach.

And it seems that with every new method, the authors claim to be introducing a revolutionary new approach. But are they really?

David Lambert, my co-author on Smarter Selling, and I weren’t so sure. We suspected that each new method was really just putting new labels on existing approaches, or making a small evolutionary change to existing sales methods. More than anyt [...]

We’re Hiring!

Here at The Business of Trust, we’re looking for someone pretty special to help grow our business and the businesses of our clients. Someone who wants to help influence people and organisations in the way they build and grow their relationships, and how they win work. Someone who wants to truly enhance the lives of the people they work with.

Is it you, or someone you know?

We’re not necessarily looking for someone who is currently or has previously worked in a role training and coaching others. What we are looking for is a person who:

  • can stand in front of an audience and capture their attention. A person who has gravitas, or ‘mana’.
  • has a strong commercial understanding of business.
  • is a big picture thinker, who sees opportunities where others may see risks, but is also organised and constantly reliable.
  • knows and understands what we do here at The Business of Trust, and intrinsically believes in the power of trust to b [...]

‘Only 20% of what I do is actually about the law’: Mark Woolley chats with Keith about how he won the 2015 Financial Review Client Choice Award for most client-focused lawyer.

Mark WoolleyThe 2015 Financial Review Client Choice award winners were recently announced and among them was Mark Woolley (pictured left) from McInnes Wilson, winner of the award for most client focused lawyer based on independent feedback from dozens of [...]