Archives for 2017

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4 ways to generate quick sales when you’re having a slow month

December and January – two months in the business world that we either love or hate. We love it when clients decide that they ‘must get XYZ’ done before Christmas and inundate us with work. But we hate it when clients go on leave for a month (or two), no work needs doing, and no decisions get made.

While the first one presents its own challenges for resourcing, it’s a nice problem to have. The second one though can get business owners and managers nervous about their revenue and backlog, and how they’re going to keep their staff busy during a potentially quiet time.

Here are 4 ideas from me on how you can quickly generate some sales when you’re having a slow month:

1.      Do some BD

People always complain that they don’t have enough time to do BD. Well, now they can’t make any excuses. If your team are having a slow month, set them some clear BD tasks to undertake rather than setting them to work on those long talke [...]

Does your boss trust you?

More importantly, have you given them good reason to?

One of the many barriers to building a great career can be your relationship with your boss, or perhaps those even higher up. Perhaps you never really get to mingle with your boss’s boss. If your boss says it’s better if they take care of this relationship, then there’s the first clue, they most likely don’t see you as a trusted partner. Because if they did they would share all their relationships with you.

So there are two important questions here: How do you know if your boss actually trusts you? What can you do to start building a trusted relationship if they don’t?

Tasks not conversations?

Insights on business, sales and trust from Ian Rourke of FB Rice – Australia and NZ’s most client-focused IP specialist for 2017

One of the most common themes I come across when I interview the various winners of the Australian Financial Review Client Choice Awards each year is the winner’s genuine inability to articulate why they think they personally were rated the number one client service provider in their industry.

Without exception, they usually point to external factors – such as working with a great team, the win being the result of a fantastic team effort, or simply being lucky enough to have clients that are easy to work with.

When I interview Ian Rourke from FB Rice, winner of the Most Client Focused IP Specialist for 2017, he is no different. For him, it’s a combination of all three, but is definitely the result of having ‘eas [...]

How to Shape a Great Sales Conversation

What is the main skill that helps people build great rapport within minutes in any given situation, and particularly in a new business meeting? What is it that the best business leaders, salespeople or even rainmakers do that enables them to get what seems like instant engagement? It goes beyond their mere physical appearance or a sharp dress sense. While clothes may give you confidence they do not “maketh the man or woman”. What they all do is have a natural curiosity, and an ability with their questions so they don’t just learn and understand more about the other person, they actually start to develop and build trust.

Think about an occasion when you have first met someone and it’s gone really well, and you’ve genuinely wanted to see them again. In short you have clicked. The chances are they asked you questions which showed they were interested in you, your thoughts, and what you do. So are these people blessed with an intrinsic magic gift of great questioning sk [...]

Why it’s easier to create organisational culture change in China than in Australia or the UK

By Keith Dugdale

I have lived and worked in seven countries and travelled on business to maybe 25 others. One of the things that I love about the places I have lived and worked in is seeing and experiencing new cultures, mindsets and people.

The similarities encourage me, and the differences intrigue me.

What is the impact of culture on ability to change?

Often when I am helping an organisation embed a sales culture change program I’m asked about the impact of different cultures on sales approaches, and the ability of an organisation to embed change. There are clearly differences in the way people think and behave, however my view is that very few people do not want to be helped. The key is that you adapt the way you interact with them according to who they are and what they are trying to achieve.

I have, however, found over the years that I find more difference in the types of people at an individual level between different ind [...]

Use a carrot or a stick? 6 steps to getting the best results from your sellers.

By Keith Dugdale

“It’s like banging my head against a brick wall.”

This is what one of my clients said to me recently, expressing her frustration at getting a group of engineers in the business to adapt their sales behaviours in order to improve their sales results. She is by nature more of a ‘stick’ person than a ‘carrot’ person, but no amount of pleading, cajoling or threats of being blacklisted to the CEO seemed to be working for this particular group.

This to me, and I am sure to many of you, was not a surprise. Rarely in my experience do I see sales behaviours change as the result of being whipped into action with a stick.

Why the stick approach rarely works

Never a better case of a stick approach not only not working, but being entirely inappropriate, are the recent claims that READ MORE

Why our education system stops us being great at sales

By Keith Dugdale

What’s 9 + 3?

If you have a traditional, school-based education like me, you’ve probably known the answer to this question since you were about 5, give or take a year or two depending on how ‘advanced’ you were. And as the years of your education progressed, you were expected to know the answers to lots of other questions as well – like being able to repeat your twelve times tables, understand fractions and derivatives, or know who is the fifth wife of Henry the Eighth (Catherine Howard who ended up being separated from her head, in case you were wondering).

In school we are taught that all that matters is knowing the answer. Knowing the correct answer gets us good grades, it gets us in the spotlight up on stage receiving academic awards, it gets us special treats from our parents and kind words and shiny stickers from our teachers, it gives us entrance to the University course of our choice. Then when we go to University, this cycle r [...]

The 20th PwC CEO report: CEOs are more concerned about trust than ever before.

By Keith Dugdale and Ben Paul

All images are sourced from the 20th PwC CEO Survey.

If you’re still on the fence about whether trust is important in business or not, the latest results from the PwC 20th CEO Survey should help to clear a few things up.

20 years ago, when the survey first started, PwC didn’t even measure CEO’s sentiments about trust in business. Trust first appeared in the 2002 survey, when a mere 12% of CEOs reported that trust in business was declining.

Fast track to 2013, after the business world has been tossed around by the Global Financial Crisis, and that number more than tripled. In 2013, 37% of CEOs stated that they were concerned about a lack of trust in business. But what is really interesting to us, is how much that number has grown in the past three years.

Why you should never ask a CEO what their challenges are

By Keith Dugdale

People love asking about challenges in sales meetings.

In my many years of observing sales people, ‘What are your biggest challenges?’ would only be surpassed in popularity by an equally doomsday style question ‘What keeps you up at night?’.

Don’t get me wrong – asking about their challenges can be a very good question, and is certainly a better question than ‘what keeps you up at night?’ which has become as frequently used in sales meetings as Big Macs are seen in McDonalds. If you’ve built a level of trust with the other person before you ask it, it can definitely unearth a whole host of interesting information, and hopefully gives you an opportunity to give the other person lots of ideas about how they can tackle these challenges (and not just with your own product or service, of course).

But this doesn’t mean it’s a good question to ask everyone….and particularly to ask CEO’s.

If it can be suc [...]

What’s Your Galactic Growth Strategy?

By Ben Paul.

Now that January is fully upon us, it is that time of year again when many businesses and departments within businesses start to look at their plans and strategies for the year ahead. But what does this actually entail? Will you simply review and tweak last year’s plan or follow the same format or structure that you’ve carried out every year? If you do you won’t be expecting radically different results.

I was thinking about this after I’d come out of the movie theatre having thoroughly enjoyed Disney’s latest instalment of the Star Wars Universe, Rogue One. Clearly the investment in Star Wars from Disney was around tapping into our childhood memories and producing as many films as close to the originals as possible to help the dollars come pouring in. Clearly Star Wars is one cash cow that can be almost endlessly milked, as sequels and side stories all have box-office and merchandise spin-off success.

However, how can you find a way to gr [...]