NZ Sales Manager e-Magazine Issue 62

JULY 2012 Issue 62

NZSALES The Rise of Professional Procurement Achieving what you want Handling a sales objection Sales Industry Research Project NZ’s e-mag for sales leaders 1 / www.nzsalesmanager.co.nz

CONTENTS 6

THIS WEEK'S MUST READ The rise of professional procurement Times are a changin’

10

Achieving what you want Character and Circumstance

12

BOOK REVIEW Persuasive Business Proposals

13

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

14

RESEARCH PROJECT Sales role design, personality and job satisfaction

16

TWO MINUTE TOP-UP HANDLING A SALES OBJECTION We’re already working with another company

www.nzsalesmanager.co.nz / 2

19

CALENDAR

20

MARKETPLACE

22

HOW TO READ OUR EMAGS

24

THE CLOSE

Whether you’re a business looking for new sales prospects, marketing lists or need help understanding the customers you have; a charity looking for new donors or a research company needing fast & accurate calling lists, KMS Data have the information you need.

Free Consultations We don’t expect our clients to be database experts. By building and maintaining our own databases we understand exactly what can be achieved & tailor the information for your business needs.

Business Vault Our extensive business database covers all industry types throughout NZ. Create your targeted business prospect lists with the help of our sales & marketing specialists.

Consumer Vault Over 1 million households including home owners, renters & vehicle owners.

Authorised supplier of NZ telephone directory information.

More than just databases‌ KMS Data can help with supporting services for direct mail, telemarketing or analytical initiatives.

We are a one stop shop for creative, print, mail, dispatch, data entry, call centre services, promotional web pages, database management/updating & existing customer communications.

P: 09 621 0472 E: info@kmsdata.co.nz W: www.kmsdata.co.nz 3 / www.nzsalesmanager.co.nz

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

FROM THE EDITOR

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

EDITOR / Paul Newsom ART DIRECTOR / Jodi Olsson

I

GROUP EDITOR / Trudi Caffell

CongraTUlaTionS

n our lead article, Paul

with to play the game, will be

Rogers 10 tips for

your undoing. Which ever rules

dealing with procurement

Phone Paul on 04 586 4733 or email

are on the table, establishing

pauln@nzsalesmanager.co.nz

CONTENT ENQUIRIES /

Congratulations to paul Steer of Unilever credibility and earning trust is

professionals are a must read

ADVERTISING ENQUIRIES /

winner of the exclusive month the one rule for12 every game. SalesStarPhone Alastair on 09 551 0607 or email sales executives. alastairn@espiremedia.com compromise this in your at $12,000! managementDon’t programme, valued As professional procurement eager pursuit of the sale.

Developing today’s Sales managers into ADDRESS / NZ Sales Manager, C/- Espire evolves, the question ‘ who’s Media, PO Box 99758, Newmarket, A reminder too, to please take a tomorrow’s rules do we play by?’ needs to sales leaders.

Auckland 1151, NZ for account managers and

be answered early on in every

moment to complete the survey

competitive situation. Playing

for the sales industry research

by your own rules and trying

project (see pages 14-15).

to control the sales process

Your participation will assist in

will work when the prospect

broadening the knowledge base

does not have rules that their

available to sales professionals in

suppliers have to play by. Trying

New Zealand.

WEBSITE / nzsalesmanager.co.nz

ISSN 2230-4762

to apply your rules, when the prospect has clearly defined

Happy Selling

rules that you must comply

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

Microsoft Dynamics CRM

www.nzsalesmanager.co.nz / 4

EmpowEring SalES managErS. growing SalES.

The SalesStar Management Programme provides a perfect platform for new and existing Sales Managers to enhance their current knowledge and learn sales management best practice to accelerate sales revenues. This is a comprehensive programme that provides a blended learning approach with practical workshops, online learning and on-going support. Click here to learn more!

GET IN TOUCH:

level 5, 3 City road, auckland T: + 64 9 524 0999

E: info@salesstar.com

www.salesstar.com

MUST READ

The rise of professional procurement Times are a changin’

By Paul Rogers

T

he basics of the sales

Let me declare an interest here.

upon the challenge that some of

process have been

I am a professional procurement

you face now, and many of you will

unchanged for decades,

practitioner; I have letters after my

encounter more and more in the

right? Wrong! Something is

name to prove it. I am a Fellow

future; dealing with people like me.

happening, and Paul Rogers claims

of the peak body, The Chartered

he knows what it is…

Institute of Purchasing and Supply.

Some things in life seem constant.

I have trained more professionals

The Old Road The creator of Spin Selling,

in Australia and New Zealand than

Neil Rackham, wrote a book

anyone else. I have worked in New

called ‘Rethinking the Sales

Zealand for more than ten years,

Force’; it is fascinating reading.

and participated in designing and

1960’s heralded, there are changes

In one sentence, the book

shaping high profile projects in

happening around us, and one

explores the rise of professional

both private and public sectors

procurement and proposes that

of the most interesting changes

in North and South Islands. I

the role, structure and methods

affecting those of us who make our

recognise that not all procurement

of professional selling need to

living from selling is the rise and

practitioners are the same, and that

change to reflect that the game

rise of professional procurement.

standards vary. So I want to focus

has changed from “selling to”

For example, Bob Dylan still can’t sing after fifty years of trying. But as his iconic anthem from the

www.nzsalesmanager.co.nz / 6

MUST READ

to “buying from”. The earlier

segment their spend portfolios

“sell through the back door” is a

teachings of Dale Carnegie and

and create differentiated

waste of time. Worse than that, it’s

Zig Ziglar, envisaging a proactive

procurement strategies for

a waste of money. For low value,

sales person targeting budget

different categories. For example,

low risk acquisitions, big clients

holders and building rapport and

the rep on the road with a car

don’t want road warriors arranging

closing the sale, still has currency

and fuel card might be entirely

courtesy calls, whether you are the

in New Zealand, and probably

appropriate for the SME market.

incumbent contractor or not. They

always will as long as people

But the large corporates will

want an account manager who can

buy things. But at the top end of

negotiate ongoing procurement

provide them with information to

town, the game has changed and

contracts for many categories, and

manage the issues. They want a

the old road is rapidly ageing.

police compliance through their

simple system to allow purchase

own systems. User compliance

orders to be raised and fulfilled

Beyond your command?

of more than 90 per cent means

with minimal effort. And they want

What Rackham anticipated is that

that very few “mavericks” will

you to re-engineer your processes

large corporate companies and

be allowed to deviate from the

to align with their goals, not the

public sector corporations will

corporate deal, and so trying to

other way around.

As long as we are advancing the sale, I am happy to be a passenger in a well-managed process. As soon as an over-eager seller starts to “sell to” a prospect, froggie may decide that the temperature is a bit hot, and they will vote with their feet. So let the prospect buy from you, and play the game by their rules.

The line it is drawn

The metaphor was about

The consultative sell, as Rackham

So let’s look at some simple tips

building rapport, and I’m afraid

described it, may involve

to deal with the procurement

most sales professionals still

navigating through a SPIN

professional. I used to work in

don’t get it. All procurement

process, but who is the driver

tandem with a professional seller

people value agnosticism and

and who is the passenger? In my

called Tom. We used to train

probity. You may believe that it

experience it is the procurement

buyers in sales techniques, so

is your job to build rapport with

person who drives the process,

buyers could “turn the tables”.

them, and, secretly, it may well

and as long as we are advancing

Tom used to tell a story about

be that you are right. Especially

the sale, I am happy to be a

how you boil a frog. “Put froggie

for categories which are not

passenger in a well-managed

in hot water, and ‘Ouch!’- he

commodities, professional selling

process. As soon as an over-

jumps out!” Tom would explain

does include establishing your

eager seller starts to “sell to”

patiently. “But put froggie in

personal credentials. I don’t sell

a prospect, froggie may decide

ambient temperature water

to procurement professionals,

that the temperature is a bit hot,

and then raise the temperature

but I number amongst my clients

and they will vote with their feet.

by one degree at a time, and

chief procurement officers from

So let the prospect buy from you,

‘Bingo!’ Job done!”

organisations around the world.

and play the game by their rules.

7 / www.nzsalesmanager.co.nz

MUST READ

What you can’t understand The “decision making unit” in most procurement projects is not the procurement person.

But crucially, nor is it the budget holder or senior executive alone.

Understanding the dynamics of the decision makers may well be the task of the key account

executive, but it is exactly what the procurement practitioner wants to remain opaque to you. “Three bids and cloud of dust” makes the strategic selling process virtually impossible if the stakeholders are all neutral towards your solution, and the identity of the decision makers is a closely guarded secret.

You have to decide if you want to try to subvert the client’s process, or play by their rules. My advice is that if you try to lobby decision makers directly, the most you can expect is a short-term win.

You may make this quarter’s sales quota, but next time you may not have that chance.

The order is rapidly fadin’ Here are some tips for account executives who

benefits into something tangible with measurable

are managing key accounts led by professional

outcomes. If your marketing collateral has claims

procurement practitioners;

which you even can’t prove, why should the

Never, ever attempt a trial close, or any other type

prospect accept them?

of close. Put your closing scripts in a pyre and burn

If you are not sure what are the decision making

them. At least they won’t do any harm that way.

criteria, try to influence them by creating a sample

The procurement person wants a business relationship

business case. Include cash-releasing and non-cash

with you, not to be your friend. Relationships are

releasing values, reference sites and case studies.

always important, but build rapport slowly. Remember

Put it in Excel for extra brownie points. The prospect

the frog?

may just “borrow” your framework. Suggest five to

1 2 3 4 5

You may not like being on a bus driven by the procurement practitioner, but if you try to jump off and sabotage their process, it’s unlikely you’ll make it to the destination. You may have fewer opportunities to demonstrate your value proposition, but you still have

6

seven evaluation criteria and propose approximate weightings. You may be able to influence the evaluation process so that it considers criteria that work for you

7

Don’t knock the competition. Just don’t do it.

that you are on the bid list, and if you have a unique

8

value proposition, make sure that the procurement

bid (if there is one), the closing date for return of

person can retell it when you are not there.

bids, a checklist of what needs to be included in

“Value for money” is an abstract concept that

the bids in terms of content, and a format guide

everyone struggles with. If you believe that you

that specifies what needs to be in Excel or Word

have a distinctive value proposition, bring it to

and what can be in PDF. Simple? You would think

life through a spreadsheet. Yes, you can include

so! Make sure everyone involved in the proposal

features and benefits if you like, but translate your

understands these four things.

to conform to the RFP or bid rules.

Before bids are issued, you have more opportunity to act to shape the procurement strategy. Make sure

www.nzsalesmanager.co.nz / 8

Once bids are issued, read the bids. You would be amazed how many bidders don’t do this. Get the proposal writer to extract four key things; the closing date for acknowledgement of intention to

9

If the bid documents ask specific questions, cutting and pasting from previous bids is OK as long as the questions are the same. Your answers will be scored, and if you don’t answer the question, you will get a low score. Yes, you are busy, but the bid depends upon how you answer the questions, so answer them.

10

Once bids are returned, play nice. Observe the communication protocols. Yes, you want to know what is happening. Yes, the timescales have slipped.

But bombarding a sympathetic insider with calls to “see where you’re up to” is unlikely to make

much difference, apart from their rating of you as a prospective partner.

11

If you are “called in” for post bid negotiation, expect that ‘clarification’ means negotiation and negotiation means just that. No time for presentations; time to listen to the feedback, take it on the chin, and be prepared to show some flexibility. Set a ‘walk-away’ for each negotiable issue, and don’t let the smell of the purchase order seduce you into exceeding your walk away position. At least not by too much!

The wheel’s still in spin

it hasn’t! A trip to any cafe

is now subject to competitive

If you read what I have suggested, you may perceive that the world of SPIN funnels and sales presentations has been replaced by a nightmare vision of “brown envelopes at dawn”, as Tom described it. Well, not everywhere

on a weekday morning allows us to eavesdrop on business dialogues and discussions which reassure us that some things are unchanged. But maybe you might reflect over your latte what proportion of your sales target

offer, and how many of your clients and prospects now have a procurement manager. And you may hum along to his Bobness singing “For the loser now will be later to win, for the times they are a-changin’.” ■

Paul Rogers is a freelance procurement consultant. To find out more visit www.paulrogers.pro

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

Let the experienced professionals at Ibex Marketing set them for you so you can spend more time meeting with prospects and helping them solve their problems!

Call Murray Beer on 021 279 2783 or email murray@ibexmarketing.co.nz today!

“We make the call… you make the sale”

9 / www.nzsalesmanager.co.nz

www.ibexmarketing.co.nz

Achieving what you want Character and Circumstance

S

By Charles Donoghue

itting by a river one day I

teaches us that through patience,

new attitude you can immediately

observed how the water

persistence and perseverance you

begin to see its effects. To

flowed over the peaceful

can achieve anything you want

begin with, you will control your

stones as they sat comfortably

whether in business, sales, or your

time better by avoiding people

on its bed. It made me think of

personal relationships. So what’s

who engage in small talk and

life’s challenges. In the case of the

the secret? You need to define your

waste valuable productive time.

confrontation of the river and the

life and its purpose. Many people

Discipline strengthens your

stones, I realised that the river wins

go through life never realising their

character by making you carry

because of three factors, patience,

purpose. This awesome journey

out those things you don’t like

persistency and perseverance. It

requires you to prepare well.

doing, but which in themselves will

erodes the rocks even though it does this imperceptibly. The river doesn’t care how long it takes, it just keeps on flowing. You can’t see it happening but one day in the future those stones change.

To begin with, you will need to prepare a statement of purpose

bring the results you want in your statement of purpose.

that defines what you want from

The statement should include

your profession and what you are

a) characteristics to aspire to,

prepared to give in exchange. For

and b) a personal development

example, “This year I want to excel

programme. Many people never

On a daily basis you are

in my professional sales career

achieve personal growth because

challenged by people, events

and in exchange I am willing to

of a tendency to give up their

and circumstances. The lesson

be more disciplined.” With this

desires to other people’s wants.

www.nzsalesmanager.co.nz / 10

Your life is overlapped by those

Prepare well for this long journey

Character shows drive, energy,

closest to you e.g. relatives,

by putting on the inner garment of

determination, self-discipline,

friends, and colleagues. When you

character. This means being all you

try to expand your life, that is to

can be within the bounds of doing

willpower, and nerve. It sees what

undertake personal growth, they

what is right for yourself and your

become uncomfortable. So how

company. You must do everything

do they solve their dilemma? By

you are supposed to do. Pursuing

garment of character by adopting

pulling you back to where they are

excellence should not be confused

strong beliefs, qualifying your

more comfortable.

with accomplishing a job or task.

values and developing your skills:

it wants and goes after it. It attracts followers. You put on the inner

•

Beliefs are the expectations you hold to be true about yourself and which are rooted deeply within you. They could be convictions you hold true regarding people, concepts, or things.

•

Values are attitudes about the worth of people, concepts, or things. For example, you might value a friendship, personal comfort, or relatives. Values are important as they influence your behaviour to weigh the importance of alternatives. For example, in a sales situation, you adhere to your principles rather than get a quick sale.

•

Skills are the knowledge and abilities you have developed and the ability to learn a new skill.

Some skills come naturally, while others come through effort.

Then there is the outer garment

outer garment of circumstances

Start a new life now by controlling

of circumstances, that is, to make

facilitates you to take complete

your thoughts. This is where

sure you are in control and not

control by asking the questions.

discipline is an asset. By keeping

being controlled by people or circumstances. For example, say you are in a sales situation where you are faced with a very difficult prospect, grilling you with a surfeit of questions and negatives. By putting on the

Helen Keller famously once said, “Life is an exciting journey or it is nothing.” Give your life a whole new meaning. The average person on the surface appears to be a normal happy individual with fears,

your mind focused on the immediate subject in hand, and avoiding any distraction or getting side tracked on less important issues by people or situations, you immediately maintain mind power.

outer garment of circumstances

worries and limitations all of which

Have absolute faith in yourself and

you immediately take control by

are due to their conditioning and

expect good things to happen in

asking a well prepared series of

thought processes over a period

your life. You have the power within

questions. When the other person

of years, but underneath there is

you to not only change your own

is asking the questions they will

this longing that there is a greater

life but you can be an inspiration to

always be in control, whereas the

purpose to life.

everyone you know and meet. ■

Charles Donoghue is a performance psychology coach and author of several books and the weekly “Inspiration Road” newsletter. To find out more visit www.charlesdonoghue.com

11 / www.nzsalesmanager.co.nz

BOOK REVIEW

Persuasive Business Proposals

Authors: Publisher: Price:

P

Tom Sant Amacom $25.66 from fishpond.co.nz

ersuasive Business

the confusion, and providing

communication channels from

Proposals gives readers

dozens of real-world examples,

e-mail and electronic submissions

simple, effective

this updated version provides

to PDF, HTML, and others. The

techniques for organizing,

step-by-step instructions for

Seven Worst Proposal Mistakes

writing, and delivering proposals

crafting value-centered, recipient-

are illustrated with real-world

with winning strategies for

specific proposal packages, with

examples. This is an essential

today’s global business

all-new discussions on how to

book for anyone seeking to win

environment. By cutting through

increase business using new

contracts and sell projects. â–

www.nzsalesmanager.co.nz / 12

QUICK FIX

QUICK FIX

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

Are your hot leads on ice?

E

very sales pipeline needs hot prospects. These are the opportunities that are certain to close within a definite time frame. Unfortunately, all too often these prospects are not as hot as we like to think they are.

Particularly those that are not routine purchasing decisions for

the prospect. They are actually on ice, cycling over in the sales forecast month after month.

If the prospects in your pipeline are not as hot as you think they are, and opportunities are not closing when the prospect says they will, then you need to be finding the answer to a key question:

How much support does this have at executive level?

If you don’t have the answer to this question for your hot prospects, turn the temperature gauge down until you find out. Some will need a lot more work to get them back on the boil, and some you’ll need to throw out with the ice. ■

13 / www.nzsalesmanager.co.nz

RESEARCH PROJECT

Sales role design, personality and job satisfaction Is there a link?

You are invited to contribute to this sales industry research project. Your participation will assist in broadening the knowledge base available to sales professionals in New Zealand.

W

hat role characteristics can make work exciting and/or engaging for salespeople? How does alignment between role characteristics and salespeople’s personality influence job satisfaction?

The University of Waikato’s Chris Liddell is seeking to help answer these questions in his Masters Thesis research.

www.nzsalesmanager.co.nz / 14

RESEARCH PROJECT

Salespeople lay the financial

Skill variety refers to the degree to

work and have freedom to do

foundation on which organisations

which a job requires someone to

what they want on the job.

base operations, they are a critical

perform a wide range of tasks; a

Feedback concerns the degree

factor in successful organisational

role with high levels of skill variety

to which employees receive

function. Chris’s research

requires an individual to utilise

information about how well they

recognises the importance of job

many different skills in order to

are performing on the job.

satisfaction to the performance

get the job done. Task Identity is

While these role characteristics

of individuals and teams working

the extent to which employees do

potentially enhance job

in sales environments, as well

an entire piece of work and can

satisfaction, the type of person

as its links to the health and

identify with the results of their

performing the role is an

wellbeing of salespeople. In his

efforts. Task Significance refers

important consideration. Research

research Chris has identified

to the degree to which a job is

suggests that some people

five role characteristics that

perceived to have a substantial

function markedly better than

potentially enhance salespeople’s

impact on the lives or work of

others when high levels of the

job satisfaction: skill variety,

other people. Autonomy concerns

aforementioned characteristics

task identity, task significance,

the degree to which individuals

are present in their work. To take

autonomy and feedback.

have a say in scheduling their

this into account Chris’s study will

also examine personality factors in order to provide clarity around the interaction between salespeople’s personality and the characteristics of their jobs.

links between role characteristics,

types of roles in which particular people are more likely to thrive.

Chris is collecting and analysing survey data to investigate the

personality characteristics and job satisfaction. The survey report (which will be summarised in NZ Sales Manager) will show which role characteristics are of a particular importance in sales environments, as well as how personality interacts with role characteristics in determining salespeople’s levels of job satisfaction.

This will give you an indication of how your sales roles’ can be designed to enhance the functioning and wellbeing of your sales force, as well as provide information useful in identifying the

Chris would really appreciate your input into the survey before July 31st. The survey is online at http://waikatopsych. eu.qualtrics.com/ SE/?SID=SV_9XZ6ikR9aAtGyyM It takes under 15 minutes to complete. Instructions and further information are online.

Your participation will assist in broadening the knowledge base available to sales professionals in New Zealand. If you have any questions about this research feel free to contact Chris, email: cjl18@waikato.ac.nz ■

15 / www.nzsalesmanager.co.nz

2 Minute top-up

HANDLING A SALES OBJECTION We’re already working with another company By Jill Konrath

U

nless your product or service is truly groundbreaking, you

should always assume that your prospect is already working with a competitor. What you don’t know from the outside is how they feel about their current provider. www.nzsalesmanager.co.nz / 16

2 Minute top-up

Unless your product or service is truly groundbreaking, you should always assume that your prospect is already working with a competitor.

They may be happy, frustrated, or grossly dissatisfied. Usually, they’re somewhere in between -- not thrilled, but not miserable enough to change either.

But first, you need to deal with that

That being said, your initial task

“other company” sales objection

in this meeting is to pique your

head on. How? By bringing it up

prospect’s interest in making a

yourself as a statement of fact.

change from the status quo.

Here’s what you can say:

“Eric. I’m sure a company your size (market position, status) is already working with another firm to handle your (fill in the blank) needs.”

Of course, they’ll agree with you. Then share the business reason you’re calling.

Your message needs to focus on the potential value they could get from switching. That helps you avoid the above sales objection entirely. Here are two ways you can do this:

1

Leverage Trigger Events: “The reason I contacted you is because I read about your (triggering event). Based on my experience working with other firms, when (triggering event) happens, it usually creates (problems/ challenges) with (fill in the blank.)”

Please note: You do NOT tell them what your company sells. You do NOT give them an overview of your product line. In fact, you do NOT even mention one little thing about it.

2

Share a Case Study: “In our work with other medical device firms, we’ve found some gaps in how they were handling things. And, the truth of it is, these gaps were causing them to lose opportunities. Let me give you a specific example ...”

The key to successfully addressing this sales objection is to 1) expect that it’s coming and, 2) instead of waiting for it, bring it up yourself.

But that means you have to be prepared with what you’re going to say. Ahead of time. It’s the smartest thing you can do. ■

Jill Konrath, author of Selling to Big Companies and Snap Selling, helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. Visit Jills’ website at www.jillkonrath.com

17 / www.nzsalesmanager.co.nz

We’re extending our network, so you can too.

Located everywhere you do business, Quest Serviced Apartments truly offer a home away from home, providing flexible accommodation options and an exclusive fixed single rate programme for Rev Sales members. Business can change day to day, but your travel costs don’t have to.

Call 0800 944 400 or visit www.questapartments.co.nz www.nzsalesmanager.co.nz / 18

Serviced Apartments

Your perfect travell companion. i

J

CALENDAR DATE

NAME

PLACE

COMPANY

LINK

Monday 23 July Thursday 26 July

Sales Development

Auckland

David Forman

www.davidforman.co.nz/ Our-Programmes/Sales/SalesDevelopment.aspx

Auckland

NZIM Northern

www.nzimnorthern.co.nz/wa.a sp?idWebPage=16885&idDet ails=107

Thursday 26 July - Negotiating Friday 27 July for Results

Tuesday 7 August

Negotiating Skills

Wellington

Scotwork

www.scotwork.co.nz

Thursday 9 August - Friday 10 August

Key Account Management

Auckland

NZIM Northern

http://www.nzimnorthern. co.nz/wa.asp?idWebPage=168 85&idDetails=110

Thursday 9 August - Friday 10 August

Negotiation Skills

Wellington

NZIM Central

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

Monday 13 August

Prospecting

Auckland

David Forman

http://www.davidforman. co.nz/Our-Programmes/Sales/ Prospecting.aspx

JULY

19 / 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 / 20

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

Extended DISC Sales Person Assessments • Hire better salespeople • Manage sales staff more effectively • Understand your customers motivators

Call 0800 333 668 today for a free sample report!

     

21 / www.nzsalesmanager.co.nz

HOW TO READ OUR EMAG

HOW TO READ OUR EMAG

By Brady Dyer

www.nzsalesmanager.co.nz / 22

HOW TO READ OUR EMAG

B

eing an emag has some great benefits. We can get content and news to you far quicker than a print magazine as we have no lengthy printing times, furthermore it allows us to pump out more issues with just the right amount of content.

But most importantly for you, it’s free! We’ve put together a bit of a guide to show you how you can get the most out of reading our emag.

Print the PDF If you must get your hands on some ink, you always have the option to print out the PDF. While this isn’t overly encouraged, as we love that our emag is so clean & green, if you simply must you can always print the PDF out.

Download the PDF The easiest option is to simply click the “Download PDF” button in the email that we send out. This will download the PDF to the device you are on, and nearly every device these days can open a PDF with ease.

Read on Issuu Issuu is a wonderful service that allows you to read our emag with as much realism as a print magazine. You can flip through pages or jump to a specific page. The emag can be embedded into Facebook, emails, and any other website for you to share, and can be read full screen to get the full user experience.

Read on iPad or other tablet Our favorite method of reading is downloading the PDF to an iPad (or other tablet) and then reading it when it suit. Simply install the free Apple app called ‘iBooks’ and when you click on “Download PDF” you will be given an option to save this into iBooks. You can save and organise all the issues easily within iBooks.

Brady Dyer is the editor of NZ Photographer e-Magazine. To contact him please email brady@nzphotographer.co.nz

23 / www.nzsalesmanager.co.nz

THE CLOSE

‘Losers visualize the penalties of failure, but winners visualize the rewards of success.’

- Rod Gilbert

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!

24 / www.nzsalesmanager.co.nz