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When Being In Sales Becomes A Joke

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A career in sales is tough and you can’t afford to take yourself too seriously. Here is what salespeople can expect in their sales career.

Three Words For 2021

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We perceive time as scarce because we overestimate what we can do in a day, deluding ourselves to what is possible. However, we underestimate–by an even wider margin–what we can accomplish in a week, a month, a quarter, or especially a year.

Roundtable: The Road To Recovery – The Outlook 2021

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COVID has accelerated digital transformation as businesses have adapted to a virtual marketplace and flexible work arrangements. Hear what the experts say are the biggest challenges for 2021?

Roundtable: The Road To Recovery – Lessons From 2020

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In this roundtable discussion, we interview four sales leaders on what strategies have been implemented to minimise the impacts and what are their biggest takeaways for 2020?

The Most Read Articles For 2020

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Here are the top 5 articles on Head Of Sales for 2020 based on website page views which are generated from the email newsletter, social media and search engines.

Leadership Lessons From Air Crash Investigation QF32 (Airbus A380)

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COVID has forced the early retirement of Qantas captain Richard de Crespigny, who is best known for landing an A380 when its engine exploded. What can leaders learn from his experience and philosophies?

Sales Psychology

The Ultimate Sales Fuel: Fear Meets Gut Instinct

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Never fear what you will lose. Fear instead only, the opportunity cost of not giving every moment of your sales day and life your absolute all! What do you fear? Where does your gut instinct take you? What would you do if you knew you couldn't fail?

20 Vision

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By adding peripheral view, depth awareness and colour vision to your sales skills - the benefits are significant.

Toilet Paper Crisis, Coronavirus and Sales Psychology.

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We all know that panic buying 108 rolls of toilet paper is a dumb thing to do. Yet, this is precisely what many people are doing; people who are otherwise typically quite sane and intelligent.

Process & Method

Why Do The Hottest Deals Go Cold?

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Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not.

Six Sales Prospecting Methods, Including Cold Calling.

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67 per cent of salespeople do not achieve their sales targets. Thanks to the internet, buyers now have more information available to them than ever before. This easy access to knowledge is putting sales reps into a weak position, as it empowers buyers to take charge of the sales process.

Networking At A Conference – How To!

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After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.

Leadership

Leadership Q&A – Meri Kukkonen

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Meri Kukkonen is a seasoned sales leader with more than 15 years in the software a tech sector. Her passion lies in joining the dots between human and digital customer experience. She has helped organisations become successful by leveraging technologies through innovation, digital strategy and partnerships.

Leadership Q&A – Bruce Laird

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Bruce Laird is the President and CEO of Shantallow Partners, based in Melbourne, Australia. He leverages over 30 successful years in aviation avionic sales, sales leadership, and customer service to help his clients navigate the aviation market and achieve their business performance potential.

Leadership Q&A – David Christiansen

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David is the Director of Sales & Marketing at ACP Solutions and has 20+ years in B2C and B2B sales.

Sales Enablement

Hiring A 300kg Gorilla Is A Big Mistake! Why?

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For many years the legend of the Alpha Hyper Masculine ‘sales superstar’ has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the league ladder sales results, yet feared by many for their manipulative, ego centric and intimidating antics.

All Sales Floors Should Be Loud!!!

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If you're having a problem with revenue, why does your sales floor sound like a funeral procession? Sales floors should be loud. No exceptions.

Meet The ‘A Listers’​ Ruining Their Careers

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Systems and processes, analytics, technology and automation are all key components of sales success, but behind all of those tools someone needs to drive them.

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Editorial Series