Sales-Psychology

The days of the charismatic but tactical salesperson are getting behind us, particularly in B2B sales. A winning personality still goes a long way, but today’s buyers aren’t looking for slick pitchmen.

Every real profession demands that its members read to remain relevant. Their members research topics including the latest trends, industry obligations, case studies and research findings. Those within their ranks who are respected most are the ones who develop insights, achieve the best results and publish their findings.

Mental illness does not discriminate by ethnicity, age, gender or career choice. Does selling attract those who are inadequately equipped to cope with the demands of the role?

Do something you love and you'll never truly work a day in your life and make a positive difference in the lives of all you touch.

Being able to describe your product or service offering in a manner that everyone understands is one of the most important marketing skills you need to master. Just think how you’ll feel the next time someone asks, “What do you do?”

Mental health and wellness are critical issues for Australian society. Being extremely successful in sales can look wonderful from afar, but the reality can be very different.

Without self-reflection, salespeople can find themselves employing the same sales techniques repeatedly, using their standard defaults, while still expecting a different result.

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.

Our underlying assumptions—about prospects, our roles and factors that could hinder success—are crucial to our performance. Here are 17 sales truths and why understanding each one helps you win more deals.

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.