Disloyal honesty – ever been caught out?
There is a strong undercurrent in Australian culture not to be the person that 'dobs in'. That is, we actively discourage people from reporting illegal or dishonest behaviour.
View ArticleEngaged staff sell more! Seven ways to get staff selling
When it comes to retail, store staff are a vital component to delivering new types of value by matching the customer problem with the solution and helping to promote the whole brand experience. The...
View ArticleFour factors which could determine who wins the NRL vs AFL showdown in 2013
With the NRL season kicking off this week and the AFL getting into gear in a couple of weeks' time, this year shapes up as a huge one for Australia's biggest rival sporting codes.
View ArticleIf you're a salesperson, you should be a brand leader
Barrett's head of sales strategy, Peter Finkelstein, contemplates the power of salespeople to be brand leaders:
View ArticleThat big mental logjam
If you have ever had that feeling of massive mental relief after finally dealing with something that has been lurking in your mind for a long time then you'll be familiar with the theme of this blog.
View ArticleTop 10 tips for optimising AdWords
AdWords is a huge product. Not only does it enable you to target people with ads on Google's search engine when they're looking for stuff, but also via Google's Display Network (via text and banner...
View ArticleKPIs and your IT service provider: How do you measure success?
I will be talking a lot about Key Performance Indicators (KPIs) over the next few months. As Gartner have identified business intelligence to be one of the hottest areas in IT for the next few years...
View ArticleLeadership in uncertain times
In December 2012, like in the previous years, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. Throughout the year we will look into each of them a little...
View ArticleSpeaking out – how do you feel later?
How do you feel when you see or know something that is wrong and you do decide to speak out about it – and then the public hears it? The focus can come down on you. So how do you cope?
View ArticleThe counter encounter: Clean up the clutter
Have you ever stood at a retail sales counter and actually had to move the clutter away in order to pass your credit card or cash to the salesperson? This is the counter encounter that we see...
View ArticleIs IT doing the only thing that matters right now, increasing your revenue?
We may be seeing the economy begin to turn for some, but times are still tough for many right now. So it is important that we look at our company systems and ask if they are delivering on the company...
View ArticleTips for selling on Amazon: Your eCommerce El Dorado awaits
Australian businesses struggle to get a look-in on arguably the world's biggest eCommerce platform, Amazon.
View ArticleKey accounts management, selling, sales,
Not every business needs a key accounts management function or team but many more are finding they do. Why?
View ArticleDrowning in overload: Four common responses
Overload is something we invariably feel at some stage or another, or maybe we see it in our team, or our management group, or maybe it has become a constant for us, and everyone around us.
View ArticleThe shop without sales: The questions you need to ask
The secret to a focused, motivated and goal-focused retailer is generally not found in the shop.
View ArticleProductivity on the run: How IT is helping me work smarter
As I sit here on a plane writing this blog, I know my mobility solution has created value for me because I can turn travel time into work time. The days of reams of highlighted A4 paper to edit on the...
View ArticleDoes your team know what is really important?
It is very common to talk about aligning people to a vision, aligning priorities and ensuring everyone is agreed on the focus. Despite countless metaphors such as "making sure we're on the same page",...
View ArticleWho do we sing for?
I am often asked by clients for ideas on what they can run internally to liven up team off-sites.
View ArticleThe operational factors you can control to improve business fitness
In the past weeks, we have seen yet another bout of retailers going into administration, evidence of just how 'unfit' the retail environment is out there.
View ArticleHow do we improve our IT systems when cash is tight?
Capital expenditure has been difficult to justify in many businesses for a while now and finance for IT or any other purchases is not very popular. Even if the lenders will lend, when we are not sure...
View Article
