In order to stay on top of today’s business environment, one has to take advantage of all possible ways to gain a competitive edge over their competition. That said, one of the surefire ways that can help a business stay one step ahead is having a competent and...
According to Australian Bureau of Statistics, more than 60% of small businesses cease operating within the first three years of starting. One of the reasons pointed out by the experts on why these organisations fail is the lack of clear strategy and proper training on...
Unreasonable customers are a common sight and are inevitable in any business. These customers are tagged as “unreasonable” because they often demand a service or product which are: not provided by your business; are impossible to satisfy, or haggle for the...
When you think of “sales” or “selling”, what’s the first word that comes to mind? When I was asked to lecture on sales at a prominent Australian educational institution I posed this question as part of my workshop. “Pushy” was the most popular adjective,...
What is DISC? D.I.S.C., which stands for Dominance, Influence, Steadiness & Compliance is a 4-factor model that examines observable human behaviour. In other words, DISC looks at how people tend to act and communicate. DISC is one of the world’s most popular...
There’s only ONE THING that separates a business that thrives and a business that dies. Can you guess what it is? It’s not social media. (When someone files for bankruptcy, they aren’t claiming “I didn’t have enough Facebook fans” as their reason why). It’s not...
How big is the problem? Bain & Company analysed the 2003–2011 income statements of roughly 200 large US-based companies in healthcare, technology and financial services. More than half of these companies had increasing sales and marketing expenses as a...
Last week, I received an email from David, a new Generation Y friend I met on LinkedIn. He wanted to know how to deal with a customer that makes unreasonable demands. He asked if I ever wrote about the subject. Up until now, no. Though, when I was a sales...
There are good teachers who never write on a blackboard. There are talented engineers who never use CAD software. And, there are smart scientists who never look through a microscope. They’re writing plans, attending meetings, or studying regulatory controls and...
Starting a business is a big achievement for many entrepreneurs, but maintaining one is the larger challenge. There are many standard challenges that face every business whether they are large or small. These include things like hiring the right people,...
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