NZ Sales Manager Issue 59

MARCH 2012 Issue 59

NZSALES

How to Increase Your Sales Keep Out! Take Massive Action There’s No Need to Hide NZ’s e-mag for sales leaders 1 / www.nzsalesmanager.co.nz

CONTENTS 6

THIS WEEK'S MUST READ How to increase your sales With 20 fishing lines

10

account strategy KEEP OUT! What to do when your customer shuts you out.

14

BOOK REVIEW Business Networking and Sex (not what you think)

13

Quick Fix It’s not what you sell, it’s how you sell.

16

TWO MINUTE TOP-UP Take Massive Action But Let Go Of The Outcome

www.nzsalesmanager.co.nz / 2

20

WHAT’S NEW NOTICEBOARD

21

CALENDAR

22

MARKETPLACE

24

SALES SUPPORT WINNERS

26

THE CLOSE

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ABOUT / Short and sharp, New Zealand Sales Manager is a free e-magazine delivering thought provoking and enlightening articles, and industry

FROM THE EDITOR

news and information to forwardthinking sales managers, business owners and sales professionals.

EDITOR / Paul Newsom ART DIRECTOR / Jodi Olsson GROUP EDITOR / Trudi Caffell

I

CONTENT ENQUIRIES /

n every issue we try to bring you articles, tips and advice that will help you to be more successful in sales and sales management.

their competitors are using.

It is little wonder that buyers are increasingly finding that

Phone Paul on 04 586 4733 or email pauln@nzsalesmanager.co.nz

suppliers all look the same.

ADVERTISING ENQUIRIES /

Note that nearly all these

Phone Alastair on 09 576 1121 or email

I hope you find this issue

ideas are about adding value

alastairn@espiremedia.com

packed with ideas you can use.

to your clients business in a

ADDRESS / NZ Sales Manager, C/- Espire

In our lead article, new

way that sets you apart from

Media, PO Box 99758, Newmarket,

contributor Graham McGregor

your competition. You will

Auckland 1151, NZ

shares a stack of ideas you

differentiate by how you sell,

WEBSITE / nzsalesmanager.co.nz

can implement to increase

and not what you sell. This is

your sales. Graham makes

the key to your success.

the important point that most people are using just a few sales approaches, and these are the same approaches that

ISSN 2230-4762

Happy Selling Paul

NZ Sales Manager would like to acknowledge the support of our major partners Gold Customer Relationship Management Silver Independent Software Vendor (ISV) Silver Learning

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MUST READ

HOW TO INCREASE YOUR SALES With 20 fishing lines By Graham McGregor

A

fter 34 years in sales and marketing, I have a simple system I use for

success in selling. I call it the 20 fishing lines approach.

If you go fishing, you are more likely to catch fish if you use 20 fishing lines rather than just one fishing line. With 20 fishing lines

I treat making sales the same way.

I recommend that you use at least 20 different sales approaches to increase your sales. If you are using a wide range of approaches every month to increase your sales, I guarantee that you will always have great sales results.

If you have 20 things you are doing, in one month maybe 5 or 10 of these may not work as well as they normally do.

But because you have 20 things you are doing to make sales, even when this happens, it still means that in this same month 10 or 15 fishing lines are working well to

you will probably catch fish on at

The reason for having 20 ways to

make sales for you. So you will still

least some of your lines.

make sales is simple:

make good sales.

Example One:

Here’s the three steps to using this 20 fishing lines idea yourself:

Start off by identifying all the things you are doing right now to directly make sales. You will probably find that although you are doing a few things to make sales, there will be other things that you are not doing.

www.nzsalesmanager.co.nz / 6

When I first met with a client who was a personal trainer he only had one way of making sales. He waited until someone contacted the gym where he worked and requested the services of a personal trainer to get them in better shape. He would then talk to this person and hopefully get them to use his services. Because he was only relying on this one way to make sales, his income was not only poor ($19,000 in a whole year) it was also very up and down. Some months he would make twice as much money as in other months.

Example Two: I have consulted with large numbers of sales people and business owners and discovered that most have (at the most) about 5-10 things they do consistently to make sales.

And these 5-10 things are usually the same things all their competitors are doing.

It’s no surprise their sales results are not that good!

MUST READ Action Exercise One: Write down all the things you are doing consistently to make sales in your business.

(This could also include things like taking out an advertisement in the yellow pages, sending out flyers for your products or services and so on.)

Identify at least 5-10 additional things you could be doing to make more sales in your business.

(Here is a partial list of some of the things you can do to make more sales.)

•

•

Tip sheets. These are short 1-2 page articles with helpful tips that a potential buyer for your product or service would find useful.

Client testimonials. These should talk about the benefits they have enjoyed using your product or service and why they highly recommend it.

•

Special reports. These are a longer article in the form of a short booklet.

•

Added value. This is anything you do when staying in touch with people that makes them ‘better off’ in some way.

•

The ten minute formula. This involves doing four simple marketing activities each day which will take around ten minutes of time to do.

•

Asking for referrals to other people who may be interested in what you offer. And referrals can be obtained even from people who don’t buy.

•

Selling interesting ideas rather than products or services. So rather than selling a ‘home cleaning service’ for instance, you might instead offer an interesting way to help busy people enjoy more leisure time.

•

Group talks and educational seminars. These position you as an expert in your field and allow you to ‘meet’ a number of potential clients at one time.

•

Audio and video brochures. These can be your talks and seminars in the form of a CD or DVD.

•

Asking expensive questions. This means you ask questions that are different from what most sales professionals in your field would ask. You make sure these questions add huge value to your potential clients.

•

Information marketing. You market by providing helpful information to people rather than trying to sell products and services.

•

Reducing risk. Customers hate making mistakes that cost them money, time, aggravation and so on. So you need to show them ‘proof’ that buying your product or service is low or no risk.

•

Direct mail letters. These can work well to get appointments with busy prospects.

•

Using stories. Our brains are wired to remember stories and sharing relevant and interesting stories can be a great way to increase sales.

•

Centres of influence. These are people who can potentially introduce you to large numbers of ideal clients that they already have a positive relationship with.

•

Pre-eminence. This is the unusual but amazingly effective marketing strategy of doing what is in your customers best interest and not yours.

•

Using creative thinking. So you continually come up with simple ways to improve every part of the sales process.

•

Making each sales presentation twice as effective. Something as simple as a good visual aid could be all you need here.

•

Measuring your critical numbers. This means you know what your ratios are in terms of contacts to presentations to sales etc. You can only improve what you can measure.

•

Positioning yourself as an expert. Customers like to do business with people who are very good at what they do. Which is why positioning yourself as an expert in your field will attract a lot of great clients.

•

Focussing on the two things every customer wants. These are a solution to a problem they have and also to feel good.

•

Using gold time effectively. This means the activities that you do in your sales career that are literally worth their weight in gold.

7 / www.nzsalesmanager.co.nz

MUST READ

Now pick at least two of these additional ways to make sales and take action on them this week. Once you have two more things you are doing consistently to make sales, you can then add one or two new things the next week and so on.

If you can consistently do even 5-10 new things to increase your sales your results can be astounding.

Example:

Action Exercise Two: What things to increase sales are you going to take action on this week?

1.

2.

3: My 20 fishing lines approach to making more sales is quite simple to understand, however it takes a bit of time to consistently apply. It is best implemented over a few months rather than a few weeks or days.

With my personal trainer client I had him focus on doing six more things to increase his sales. The first was one page tip sheets to position himself as an expert and get potential clients to contact him. He also used client testimonials, improved his sales presentation, asked for referrals, put up his prices and did add on sales of other products like vitamins and supplements.

Doing these six new things increased his income from $19,000 a year when I first met him to over $193,000 a year only 18 months later.

Example: When I look at how I promote my own services as a marketing

A large number of people every

a month to people on my

month sign up to get this free

email lists. These emails offer

report.

either helpful ideas to improve

consultant here are some of the

3: I write at least one issue of

many things I personally do.

an ezine called ‘Easy Business

1: I write a weekly marketing column for the NZ Herald.

Success’ each month which is sent to everyone on my email list.

This is read by a wide range

4: I send out four or more

of people who could use my

handwritten thank you cards

services.

each day to people who are

2: I have created a 396 page programme called “The Unfair Business Advantage Report which contains great sales and marketing ideas from 32 business experts in 5 countries.

www.nzsalesmanager.co.nz / 8

sales and marketing results or introduce a product or service I offer that could also be helpful.

6: I send out at least 50 hard copy special reports each month to key people. These reports are crammed full of useful sales and marketing

clients, prospects, or centres

ideas and add real value to the

of influence. (This means I

people who read them.

positively influence around 1,000 people a year by doing just this one thing.)

5: I send out at least 5-7 emails

7: I send out little gifts or unexpected bonuses to key clients each month. These might include a double movie

MUST READ

pass, a free book on business or

mail’ to key people on my

personal success, a scratch and

database. These key people

win lottery ticket and so on. The

include clients, potential clients

idea here is to AVSIT. Add Value

and centres of influence.

and Stay in Touch.

10: I offer reprint rights on a wide

Summary:

8: I provide a number of free

range of information products

Any fishing line that is providing

marketing consultations each

including

value for your prospects and

month to potential clients. I do

clients, will get bites.

•

Hard copy special reports

•

Digital special reports

•

ezines

immediately to improve their sales

•

and more

and marketing results. And in each

Clients can use these information

consultation I will usually offer some

products as part of their

something else.

own added value marketing

I highly recommend you use a

programmes and my contact

few more fishing lines in your own

9: I send out useful articles by

details are on most of these info

business. You’ll be delighted at

email and also by normal ‘snail

products.

how well they work for you. ■

these in face to face meetings and also on the phone or Skype. In each consultation I give each client some useful ideas they can use

of my paid sales and marketing services that could be useful.

Fishing lines that provide no value, will get no bites.

Measure what you are doing.

If something is repeatedly not working, replace it with

Graham McGregor is a marketing consultant and the creator of the free 396 page ‘Unfair Business Advantage Report.’ www.theunfairbusinessadvantage.com . You can email Graham on graham@twomac.co.nz

9 / www.nzsalesmanager.co.nz

ACCOUNT STRATEGY

Keep Out! What to do when your customer shuts you out. By Paul Newsom

A

s a Key Account Manager

doesn’t want the level of service

on their business – that’s why they

you should be out there

and attention that you are supposed

are a key account. However, when

building long term

to be providing? You go to your

their business is not dependant

mutually profitable relationships

customer saying that you want to be

on your business, you will not be

with your customers, keeping your

their partner, but for some reason,

a key supplier.

competitors out, and making sure

this customer just doesn’t want to

that you maximise your share of

If you, the sales person has 100

enter into business matrimony and

the customers spend. You have to

clients, you can’t give each client

keeps you at arms length.

equal attention. The top customers

defend, maintain and grow your key

will be the key customers, and

accounts. To do this you need access

The reason why

to their business and people through

Let’s first consider the reason why.

attention to defend, maintain and

The primary reason will be that

grow the business. Similarly your

What happens when you are not

you are not a key supplier. Sure,

client might have 100 suppliers.

allowed this access? What do

they are a key customer for you,

They simply won’t have time for

you do when your key customer

and your business is dependant

100 partners, and allow all 100

regular contact in a variety of forms.

www.nzsalesmanager.co.nz / 10

receive most of your time and

ACCOUNT STRATEGY suppliers access to the business

and may include various dimensions

and people. They will have say 20

of value, however the criteria will

key suppliers, who strategically are

always include spend and risk.

the most critical, and they receive

be a key supplier.

However, strategically, risk is a critical criteria that you must

Let’s say for your largest account,

understand. Your business is

the client spends $2m per year,

dependant on your customer, but

Key criteria are spend

and they make up 25% of your

are they dependant on supply from

and risk

revenue. Contrast this with the

your business? What if you were not

Businesses that have a supplier

clients business revenue of $10bn

able to supply today – do they have

management programme may use

per year, but at $2m spend a year,

an alternative supplier that they can

several criteria to segment their

you don’t feature in their top 25

use tomorrow? What would be the

suppliers. The criteria used will vary,

suppliers by spend. You may not

cost of changing suppliers?

most of the attention.

As a Key Account Manager you should be out there building long term mutually profitable relationships with your customers, keeping your competitors out, and making sure that you maximise your share of the customers spend.

Key Account Strategy

management programme,

volume low margin segment

whatever the size of the customer

for suppliers, and one where

within your business.

strategically you know that price

manage suppliers, and know how

For the supplier, your key account

will always be the main issue

you fit into this. Let’s look at the

management strategy should

on the table. Supply contracts

scenarios of how buyers segment

be based around how you can

are likely to be relatively short

suppliers by spend and risk, and

make it easier for the customer

term, and if your competitors

how it might affect your key

to do business with you. Asking

are desperate, they might be

account strategy:

for a routine appointment once

changing hands regularly too.

You must discover if your customer has a procurement strategy to

1. Low Spend/Low Risk.

If you are in a highly competitive industry, with a low cost for the customer to change supplier, your product or service is low risk to your clients business, and

a fortnight just to catch up will not make doing business easier.

Can you offer dedicated or specialist inside sales support, e-procurement or manage the customer stock for them?

As a Key Account Manager here, it is really important that you validate that you want this business before you go for it. Forget the partner ideal if there is evidence that there will be no supplier loyalty. You

2. High Spend/Low Risk

might just be renting this customer

relation to their overall costs, then

There will be lots of choice of

for as long as you can before

the chances are you will struggle

supplier for the customer, however

your tenancy expires and you are

to get engagement from the

with the high spend, the focus is

replaced. Focus on maintaining

customer in your key customer

always on cost. This is the high

the profitability of the account

their spend with you is small in

11 / www.nzsalesmanager.co.nz

ACCOUNT STRATEGY while meeting the required level of service. Over service of an account like this could be a waste of time and resource.

3. Low Spend/High Risk You will be an important supplier, but may not get the attention you think you deserve. Your aim here will be to focus on securing a long term contract and ensuring security of supply. If you do this well, then when contracts are due for renewal, you are less likely to find yourself under price pressure.

they know it in tangible ways.

valuable KAM programme.

Similarly if you are looking at a

The word partner becomes

new piece of business that your

relevant, and you will be allowed

competitor has held for a while,

access to the clients business at

putting in a price a few percent

whatever level has mutual benefit.

lower than your competition

You will have to work hard on these

is unlikely to win if the current

accounts, and they will demand it,

supplier has an excellent record of

but for a Key Account Manager,

security of supply.

4. High Spend/High Risk: If spend is high, you have few competitors so the client has few alternatives, there is a high cost

the rewards of managing these accounts are why we do the job.

In all scenarios, if you are denied access do not assume that there will not be new opportunity for growth within the account. Make

of change because you provide

sure that every contact you make

Be there when your customer

for example, capital equipment or

has the potential to add value

needs you, and it is essential that

IT integrated into the customers

to the client and their business.

you demonstrate regularly how

business, and reliable supply is

Develop your reputation as an

you minimise risk for this customer.

critical, (if you don’t supply then

expert in the industry, as well as

You will be providing a lot of value

they shut down), then you are much

a reliable supplier, and doors will

for this customer, so make sure

more likely to establish a mutually

open for you. â–

Paul Newsom is the editor of NZ Sales Manager and helps sales professionals and sales managers to compete and win in complex sales. You can visit Paul’s website at www.salespartners.co.nz

www.nzsalesmanager.co.nz / 12

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BOOK REVIEW

Business Networking and Sex (not what you think)

Authors: Publisher: Price:

T

Misner/Walkers/DeRaffelle Entrepreneur Press $26.41 from www.fishpond.co.nz

he enlightening, eye-

with the opposite sex. As the back

gender that beg for help. Finally,

opening information in the

cover of the book states:

help is here.”

“It’s no surprise that communicating

Author Dr. Ivan Misner is the

around the world who weighed

with the opposite sex can be tricky.

Founder and Chairman of BNI,

in on their perceptions and

Hidden in the glitches are often

the world’s largest business

experiences regarding networking

misleading assumptions about each

networking organization..■

book is based on a survey

of 12,000 business professionals

www.nzsalesmanager.co.nz / 14

QUICK FIX

QUICK FIX

It’s not what you sell, it’s how you sell.

No need to hide.

I

f you are new to sales,

Say how excited you are to

or have been in sales

be working in this industry

for a while but have

and for a great company

changed industry, you

like (your employer).

may feel inadequate or

Describe why you are

embarrassed that you don’t

really looking forward to

know what to ask or don’t

learning about your clients

have the answers.

business and being able to

Rather than trying to hide

help them.

it in the hope that you will

Everyone has been in your

gain the clients approval,

shoes many times before.

be confident and show

There is no need to hide it

your enthusiasm.

when it is your turn. ■

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2 Minute top-up

Take Massive Action But Let Go Of The Outcome By John Shackleton

H

ave you found it difficult getting back into your old work habits after a

holiday? I’ve noticed that when I come back to work after a long period of inactivity I find it difficult to get started. It’s a lot like sport; when you’ve had some time off from training the first couple of sessions are particularly difficult and you always feel like you are having to start all over again as a beginner.

With my swimming, when I’ve had a break in training I know that the first two weeks are likely to be tough but usually I’m back into the swing of things within 3 or 4 days. www.nzsalesmanager.co.nz / 16

2 Minute top-up Selling appears to be a bit like a fly wheel, it takes a while to get the momentum going but once you’ve put in all the hard work to get it up to speed it takes much less effort to keep it there. What we need to do to get the fly wheel spinning is take massive action.

One of the problems with taking this approach in business is that the lead time to developing new business can be a lot longer than a couple of weeks and therefore we need to develop a lot of self discipline if we are to keep taking that massive action for a long period of time. You may have experienced the rollercoaster effect yourself where you take some action, get discouraged because

nothing happens and start to slack off. Some time later when you’ve lost all the momentum from your initial surge and you’re feeling a little jaded, you start to reap the rewards from your efforts. This makes you feel like taking the action again but unfortunately you now have to start all over again and overcome the inertia. This stop/start cycle can be extremely tiring and often leads to frustration and sometimes burn out.

So how do we get out of this cycle or eliminate it altogether? Well I think that there are many answers but Dr Deepak Chopra, the famous Indian author, speaker and guru has one which I particularly like. He says “you must take the

action but let go of the outcome”.

What Deepak means is that when we are doing something and are desperate to succeed then we affect the end result and actually cause it not to happen. This is so well illustrated by the person who is desperately looking for a new boyfriend or girlfriend and drives off all the potential suitors with their over-the-top approach.

If you’re in sales you’ll know that when you really want to get a particular sale then the prospect can practically smell your desperation and will usually back off. Alternatively when you don’t really care and have a totally relaxed approach the prospect seems to almost run

“I’ve been working on confidence for over twenty five years. It’s a choice thing, if you are not happy with your life right now you need to commit to creating a better life for yourself.”

toward you begging you to sell to them. So what we need is an action plan that ensures that we feel relaxed about the outcome.

The following solution works for me:

Tom Peters, the author of Search for Excellence, says: ‘The good

•

Set the goal and determine your action plan.

•

Work out the minimum number of daily actions that need to be done to achieve your goal.

concentrating and focusing on

•

Take MASSIVE ACTION exceeding your daily minimums.

his own performance’.

•

Record every significant action that you take.

I’ve been working on confidence

•

Constantly review and celebrate your action, never focusing on the outcomes.

news is that top sellers are not born; anyone can become a top seller by studying, practicing,

for over twenty five years. It’s a choice thing, if you are not happy with your life right now you need to commit to creating a better life for yourself.

17 / www.nzsalesmanager.co.nz

2 Minute top-up Some people try and use this solution without step 3 but if you take enough action you’ll start to feel good about yourself and you’ll know that you’re doing what it takes to be a success. Every time you review your actions you’ll reinforce these feelings and boost your self esteem.

Focusing on the massive action that you’re taking will help you to let go of the outcome, become relaxed and not give off those desperate vibes.

the phone calls that resulted in

During one slow start in January I started taking some MASSIVE ACTION in my business. I started to contact some of my past clients, sending out emails and calling people like a man possessed. I started to keep an activity diary in which I made a note of all the significant actions that I took, like

never even met. It appears that

a conversation about business or the emails that resulted in further action. After a couple of weeks I totalled up the activity I had taken and was amazed to realise that I was averaging only seven significant contacts a day.

Obviously I was making a lot more than seven calls a day but I wasn’t counting all the ones where I didn’t get to speak to the client. I didn’t keep records of which call resulted in business as I “let go of the outcome” but as the business started to flow in I noticed that at least half of it came from people I hadn’t emailed or spoken to and some of it came from people I had the universe has a way of paying us for the massive action we take but sometimes the payment comes from totally unexpected areas.

So take that massive action but make sure you let go of the outcome. ■

John Shackleton is an international speaker, coach, author and performance expert.

To find out more, visit www.johnshack.com

  Generating consistent and qualified appointments can be a mundane and time consuming process...

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WHAT’S NEW NOTICEBOARD

T

Auckland Central City Group For Sales Professionals

he very first Central City Sales Hub was held at the Rydges Hotel on Wednesday 29th February.

There was a great turnout with attendees from a wide range of organisations, and involved in different sales capacities. The inaugural session was aimed to help raise the bar of everyone’s presentation skills. Steve Jobs was used as fine example of a great presenter, and the group undertook activities to help develop best practice around the

delivery of presentations.

Attendees have the opportunity to network, learn, and test their sale strategies on each other, before trying to sell – it’s kind of like doing it front of the mirror, just this time with a larger group.

Each meeting will undertake a different topic determined by the group – those attending get to create the content.

Ultimately we are trying to raise the bar and create more brilliant sales professionals.

Free key account management VIDEOS

C

ranfield University School of Management has published nine free video interviews profiling proven methods for developing business with major customers.

www.nzsalesmanager.co.nz / 20

Interviews include sales authority Neil Rackham, and managers from IBM and Siemens explaining how they use best practice key account management to grow revenue.

You can find them at: http://www. som.cranfield.ac.uk/som/som_ applications/somapps/landing/ landing.aspx?pageid=17192 ■

CALENDAR DATE

NAME

PLACE

COMPANY

LINK

Monday 12 March Tuesday 13 March

Negotiation Skills

Wellington

NZIM Central

http://www.nzimcentral.co.nz/training/course. a4d?gCode=119

Monday 12 March Tuesday 13 March

Winning Proposal Strategies

Auckland

Shipley NZ

www.shipleywins.co.nz

Monday 19 March Tuesday 20 March

Key Account Management

Auckland

NZIM Northern

http://www.nzimnorthern.co.nz/wa.asp?idWeb Page=16885&idDetails=110

Tuesday 20 March

Introduction to Presenting

Auckland

Effective Speaking

www.introduction-to-presenting.co.nz

Tuesday 20 March

Negotiating Skills

Wellington

Scotwork

www.scotwork.co.nz

Tuesday 20 March

Client Retention Workshops

Auckland

Top Achievers Sales Trainin

www.topachieverssalestraining.co.nz

Tuesday 20 March Wednesday 21 March

Key Account Management

Wellington

NZIM Central

http://www.nzimcentral.co.nz/training/course. a4d?gCode=133

Wednesday 21 March

Business to Business Sales Accelerator

Auckland

Zealmark Group Ltd

http://www.zealmarkgroup.co.nz/profile_ Business_to_Business.php

Thursday 22 March

Sales Force Launch

Auckland

Zealmark Group Ltd

http://www.zealmarkgroup.co.nz/profile_ Foundations_of_sales_Success.php

Monday 26 March

Effective Communications & Human Relations

Wellington

Dale Carnegie Training

www.dalecarnegie.co.nz

Tuesday 27 Match

Sales Training Seminar

Hamilton

Top Achievers Sales Trainin

www.topachieverssalestraining.co.nz

Thursday 29 March -

Complete Presentation

Effective

http://www.effectivespeaking.co.nz/complete-

Friday 30 March

Skills

Speaking

presentation-skills-course.php

Wednesday 4 April Thursday 5 April

Monday 16 April Tuesday 17 April

Wellington

Sales Management

Wellington

NZIM Central

Consultative Selling

Auckland

SalesStar.com

http://www.nzimcentral.co.nz/training/course. a4d?gCode=259

https://secure.zeald.com/starbusiness/Services/ Consultative%20Selling?mv_pc=620

21 / www.nzsalesmanager.co.nz

MARKETPLACE Speakers & Facilitators

Seminar, Conference & Training Venues

JAMIE FORD Keynote & Motivational Speaker • Mental Toughness • Optimism & Resilience • Sales & Sales Management • Positive Leadership Speaker for University of Auckland, Canterbury Crusaders, Australian Institute of Management, and as heard on RadioLive, Newstalk ZB & more!

Talk to Jamie about your next speaking engagement on 09 414 2942 or visit www.foresight.co.nz for info

 

Love fishing?

Looking for an experienced, energetic and entertaining speaker for your next conference, team building or corporate event?

NZ Fisher - it’s free!

Call Paul Kernot on 027 2488 955 or email paul@paulkernot.com to discuss your needs.

Simply visit www.nzfisher.co.nz to get a copy of NZ Fisher delivered straight to your inbox monthly!

Selling • Goal Achievement • Personal Effectiveness

 www.nzsalesmanager.co.nz / 22

Consulting, Training & Recruitment

Are you a photographer?

Get NZ Photographer for free!

Simply visit www.nzphotographer.co.nz to get a copy delivered straight to your inbox monthly!

Looking for Sales Professionals?

Call Colin Quinn on 021 832 209 today!

Whether you need to hire a sales professional, or are in sales and looking for your next move, contact Hamish at Manpower Professional for a free confidential discussion.

 

Contact Hamish Haggie: Click here to send me an email Click here to find me on LinkedIn Or phone me on 09 379 2333

Specialists in the recruitment of ICT Sales Professionals

 Visit us at www.rightfitrecruitment.co.nz

Lisa Baggaley Director Ph: 09 815 8444

SALES & MARKETING and General Recruitment Specialists.

Do you own a business and want to grow sales?

Click to see >>> what we do!

Insurance / Print / Media & Advertising / Telco & IT Fashion / Building & Construction / Manufacturing Retail / Freight & Logistics / Business Services

www.onnxx.com

Empowering Sales Managers. Growing Sales.

•

Sales Training

•

Sales Recruitment

•

Sales Assessments

•

Sales Process

Call us on 09 524 0999 to discuss your sales goals or get in touch with us online!

Email lisa@kingsrecruitment.co.nz or visit us at www.kingsrecruitment.co.nz

Strategic tailored in house sales training and consultancy.

“We can help you lift the sales performance of your business.”

Phone +64 3 351 5078 Email lincoln@alllinks.co.nz Web www.alllinks.co.nz

Testimonials Available!

extendeddisc.co.nz

Have you subscribed to NZ Sales Manager? It’s free!

Extended DISC Sales Person Assessments

Simply visit www.nzsalesmanager.co.nz

• Hire better salespeople • Manage sales staff more effectively • Understand your customers motivators

to get a copy of NZ Sales Manager delivered straight to your inbox monthly!

Call 0800 333 668 today for a free sample report!

23 / www.nzsalesmanager.co.nz

SALES SUPPORT Rewarding New Zealand’s sales warriors!

E

very issue, all NZ Sales Manager subscribers* go in the draw to win some fantastic prizes courtesy of our generous NZ Sales Manager supporters. To find out if you’ve won simply check this section in each issue to see if your name has been drawn and then get in touch before the deadline to claim your prize! *Sorry—only NZ residents eligible for prize draw.

Could you be a winner?

Congratulations to our

Sales Support prize winners for Issue 59!

If you’re one of the lucky NZ Sales Manager subscribers listed below, simply fire an email to alastairn@espiremedia.com by April 6th to claim your prize!

Congratulations to

Congratulations to

Congratulations to

Colin Kerr

Kristy Hill

Gillian Hurst

Your weekend is officially sorted

Who said a mouse has to be boring?! You've won one of these awesome wireless optical Road Mice courtesy of

You’ll be feeling like a million bucks

Gisborne

with two bottles of NZ’s finest thanks to our friends at VineOnLine.co.nz!

Hawkes Bay

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Whether it’s client gifts, team incentives,

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with this selection of fantastic Primal Earth mens skincare products, made in NZ from certified organic, plant based, locally harvested raw materials.

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Subscribe to NZ Sales Manager for free and you’ll be in the draw to win cool prizes every issue plus receive NZ Sales Manager in pdf direct to your inbox each month!

The deal… That’s right, even when we’re giving stuff away there’s fine print! Any-way, please note that to be in the draw to win stuff in the Sales Support section you need to have been a confirmed email subscriber to NZ Sales Manager e-Magazine no less than two working days prior to issue date (‘cos that’s when our prize win-ners are drawn) and be a resident of New Zealand at the time of the draw. To be eligible to claim any prizes including, but not limited to, alcoholic beverages, travel, motor vehicle/boat usage, plastic surgery, sharp things or any other prize that might require you to be over than 18 years old, you must have been over 18 years of age at the time of the draw! Cheers.

www.nzsalesmanager.co.nz / 24

You are invited to the inaugural...

Auckland Central City Group for Sales Professionals Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD. Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.

Join us for for discussion the first eventwill andbehelp the future direction of the Topic thedrive “Ethics in Selling” monthly group activities, discussion topics and objectives.

All new members are welcome. We look forward to meeting you!

We look forward to meeting you!

• • • •

Introducing your group facilitator Paul Brophy Client Service Manager at Frog Recruitment Ltd 09 362 0785 | paulb@frogrecruitment.co.nz Connect with Paul on LinkedIn or Twitter

Thursday 29thFebruary March, 7AM to 8.30AM Wednesday 29th 7:00am to 8:30am Rydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland Free: No cost (Just buy your own breakfast) RSVPPlease to Renee Daysh

by Brophy 22nd February RSVP to Paul on reneed@frogrecruitment.co.nz or021742970 09 362 0784 paulb@frogrecruitment.co.nz or

25 / www.nzsalesmanager.co.nz

THE CLOSE

‘When you get to the end of your rope, tie a knot and hang on.”

- Franklin D. Roosevelt

Have you subscribed to NZ Sales Manager? It’s free!

Simply visit www.nzsalesmanager.co.nz to get a copy of NZ Sales Manager delivered straight to your inbox monthly!

26 / www.nzsalesmanager.co.nz