The future of payments

Are you responding to your customers’ needs as quickly as they’re adopting the technology that’s making your organisation obsolete?

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The Proptech Opportunity

Property on the blockchain? Smart contracts and bitcoin-like management of decentralised property ownership is coming. And that's just the start.

Although consumer demand has driven the widespread adoption of online real estate listings, the mechanisms and processes of real estate have gone largely unchanged for decades - or longer.

That's all starting to change.

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Surviving the Retail Suicide Mission

"Life is short, and people’s attention spans are even shorter. Your brand DNA is your story." This was Johnny Earle's advice at HubSpot's Inbound conference late last month. And as the crown-prince of turning a short attention span into a retail empire... he'd know!

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5 White Collar Jobs at Risk of Disruption

If you regularly follow some of my futurist musings you can probably tell that one of the areas that fascinates me the most is how technologies such as Artificial Intelligence, the Internet of Things, Virtual Reality and Robotics will shape the future of work. In this post I'll give you an example of 5 white collar jobs that are at risk of being computerised in the near future.

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Energise Yourself To Sell

If we're going to kick start the year and kick start the team we need to make sure we're not just managing our team but we're also managing our energy. In this video-clip, 'Hall of Fame' speaker Lisa McInnes-Smith has some dynamite advice to enable sales teams.

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Why your office setup is killing your productivity

The modern office environment seems almost purpose-built to destroy productivity. It’s the co-worker stopping by your desk with a quick question, the endless meetings and memos, the conversation between colleagues within earshot you simply can’t help but tune into.

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Big Wins First

What are we prepared to give up in order to be successful? When we talk about productivity we often talk in terms of hard work and tick-box 'To Do's' required in order for us to get results. Instead, in this video-clip behavioural research and expert in human motivation Dan Gregory breaks down the practical steps you can start using tomorrow to actively achieve your most important tasks, helping you reach your goals and achieve your purpose.

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Inspire and motivate your millenials

We know that the future of work is changing, and for the ellusive 'millenials' motivators that worked in the past are quickly losing power. So how do you motivate and satisfy the needs of and get the best from this creative group who are so essential in our workplaces?

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What's the single biggest skill missing from organisations today?

The other day I was making my son breakfast. I was carefully assembling his preferred mix of Weet-Bix, Chia seeds, cinnamon, greek yogurt and honey. He said to me 'Daddy you're the Wheet-Bix' professor. It both took me by surprise, and made me laugh.  I guess the point my enlighted 4 year was making is that it's pretty easy to be considered a professor these days, where everyone is an expert in anything.

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New Book Innovation Wars. The Pre-Order Has Begun.

To respond to the ever growing demand amongst my clients, I'm launching my new book Innovation Wars, with the pre-orders starting on May 2nd. After the success of my previous book Mobile Ready, I've chosen to partner with Publishizer to build the support to produce an amazing innovation tool. You can pre-order the book here.

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My Secret Ingredients To Create Brand Hysteria!

After starting out of the trunk of a car in 2001, Johnny Cupcakes has grown to be an exclusive, international t-shirt brand with "faux-bakeries" in Boston, London and Los Angeles and pop-up shops around the world. Over the past 10 years, an inspiring community of collectors has formed, prompting customers to camp outside the stores for up to two weeks for limited edition product releases, while thousands around the world have inked themselves with Johnny Cupcakes tattoos.

But it wasn't an easy road! Here I want to share with you just a few ways in which I have been able to create hysteria around my brand so that you can take away some pointers on how to replicate this in your teams, businesses and lives.

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The 4 C's of Customer Advocacy

As a thought leader, consultant, speaker and author Amanda Stevens works with sales and marketing teams across Australia to decode the science of customer advocacy.

Watch this video to learn the four key strategies that can wake up this untapped opportunity residing in your current customer base.

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Decode Your Consumers

The sales game has changed beyond recognition - and if the last ten years have brought such dramatic shifts, then we can only imagine what's in store.

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What's In It For Them?

The difference between a great salesperson and a terrible one is simple - one thinks selfishly and one doesn't. 

Now you may think that a bad salesperson is probably the one doing the selfish thinking but you'd be wrong - because the key to making a sales is understanding what's in it for the client.

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Love The Sales Struggle!

In the good old days we’d have extreme periods of change, followed by long periods of calm. A new competitor would arrive on your turf,  or a new piece of technology would alter things and everyone would batten down the hatches and pray they’d make it out in one piece.

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Sales Resilience

Sales? I don't like having to 'make the sale'.  I loathe it.  The very thought makes me uncomfortable.   There’s only one thing worse for me… having to ask for payment.  Even when it’s a legitimate request!  I'd rather track militia leaders in the Solomon Islands or board smuggler ships in the Arabian Gulf, than ask for payment.

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Be A Negotiation Ninja

Negotiations are a frightening part of life, there are no two ways about it. Whether it's negotiating a fee with a client, haggling your worth to your boss or even standing at a check out and making a case for a refund. The uncertainty and discomfort that comes with these situations can leave us feeling weak and unsure. Below, I have outlined some very easy tools for coming across as confident and a person with authority. Remember these steps and the next time you are in a negotiation situation, you will feel less ninny and more ninja.

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How To Ask For The Business

My mentor used to say to me, “Closing the business is the difference between being a good salesperson and a good conversationalist!” When you are working in the events industry you are faced with a huge amount of competition.

With the business climate as it is today, it is more important than ever that people are learning to develop their skills in closing business. So many event managers are afraid to ASK for the business. Many believe they will be seen as pushy and feel uncomfortable in asking the question. Many of us shy away from ever acknowledging the sales side of the job to begin with. This group believes that by simply “servicing” their clients, new business will take care of itself.

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Think You Aren't In Sales?

It’s okay…we all are.  It’s about influence!

In a word association exercise, the term “sales” would receive responses such as “Sleazy” & “Untrustworthy”. We hear the term “salesperson” and think of car yards & door to door nuisance callers. And yet, selling remains one of our oldest and most common vocations. There are elements of sales in our work and everyday life. If you’re in the dating game, then essentially you are selling yourself. If you’re mingling with friends at a pub, then you are selling yourself.

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Don’t Sell the Destination, Sell the Traveller

The travel industry is like most industries in that it is incredibly inwardly focused in terms of sales, marketing and even in terms of its leadership and cultural development. Which is not to single the industry out for criticism, more to note that it shares a common problem faced by most business leaders.

So what does that look like and more importantly what does it mean?

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One simple trick to increased influence in retail

Chris Helder is one of the world's leading experts on influence - and how you can use it in day to day life to improve your business.

In this episode of Chris' Tools of Influence eVideo series, available via your ODE Management consultant, you'll learn an incredible technique perfect for managers and salespeople who need others to take action!

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Are you close enough to your customers?

This week a major milestone was achieved by Tesla, the electric car company.

In California, they became the third biggest selling luxury car, behind only the Mercedes E Class and the BMW 5 Series.

That's an extraordinary achievement for a brand that didn't even exist a few years ago.

How did they do it?

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Reviving retail – how smart retail brands are winning in the digital age

It is harder to make a dollar in retail today than ever before. Recent years have seen the retail sector buffeted by a series of fierce and disruptive headwinds.

Indicative of this fact, consider the raft of retail brands such as Payless Shoes and Borders that have had little alternative than to file for bankruptcy as the going has gotten tough.

While a combination of factors have contributed to the woes of retailers, it is perhaps the ever-growing threat of technology and online competition that has had the greatest impact.

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3 Ways To Improve Your Retail Website Sales.

We've all heard that the future of retail will be e-commerce, but the sad truth about most websites is that they don't bring in many sales.

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The Fastest Way to Grow Your Business

Sometimes we make business far harder than it is.

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Are you taking care of your sales canary?

In a recent closing keynote I sought to provoke those assembled with a few challenges.

Following are a few of those things that still stand out for me today. As we move forward into a year of rebuilding, I hope you are as challenged by these observations as I am...

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Why Sales People Fail

It's commonly believed that sales people fail for 4 key reasons: Lack of persistence,a poor presentation, laziness and not enough proactivity.

If only it were that simple.

I have studied the art and science of effective sales for over 20 years and I believe there are numerous other factors that lead to sales failure.

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Do you need a golden carrot to motivate your sales team?

“We’re out of carrots.” Normally, this isn’t a dramatic event however when you’re living in Antarctica for a year and the next re-supply of food is 8 months away it’s certainly problematic.

Carrots are big business in Antarctica. We had 2 types of carrots: the garden-variety vegetable type, and the “golden” carrot – the incentives, rewards and motivators I used to keep my team strong and resilient through the tough Antarctic winter.

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Digilogue Sales: Connecting analogue & digital worlds

The world of sales is going through a massive paradigm shift. Gone are the days when sales people could rely solely on great interpersonal skills, presumptive closes, and wining and dining clients. Nowadays, these analogue, high touch, and face2face abilities must be complemented by digital, high tech, interface2interface abilities. No longer is your analogue sales expertise enough, you must also become digitally savvy.

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Using 'Structure' to Sell as a Change Agent

Some people say that selling is all about personal influence, some say it is about the art of persuasion, others say it is about 'the hard sell'.

I've worked with sales teams around the world and I can tell you if you're making it about these things you're making it harder than it should be. I think we place over-emphasis on old-school Cialdini-like approaches to influence and reciprocity, and spend too little time on leading edge insight into the neuroscience of human behaviour and decision-making.

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Why You're Probably Selling Backwards

For years, sales theory has promoted the idea of selling features and associated benefits, of looking for what's unique in your product or service, and using that as a wedge to open up the sale by demonstrating how you can make the prospect's life easier, more productive, or even sexier!

The next step, we were told, was to systematically remove obstacles to the sale and "always be closing". Some sales people managed to do this with humanity and charm, but for the most part, it's an aggressive process based on proving a resistant prospect wrong (That'll get them on side).

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