I was a keynote speaker along with Andrew Vorster at a conference last month and he delivered a provocative presentation titled: The Rise of the Robots. I believe that automation is taking sales jobs away and I had a coffee with him to ask if sales people are all destined to become extinct sometime soon. Here is his response…. Read More
The Closing Myth
I often ask senior executives what they think the biggest weakness is within their sales team. A common answer is that their sales people need to get better at closing. But here is the thing I’ve learned from three decades in the trenches… the perceived problem is rarely the real problem – inability to close… Read More
The Future Of Sales Lead Generation
Our ability to work well with technology is critically important. Already, we see top-performing sales talent leveraging AI-driven technology to better meet the needs of their customers. Bots are acting on our behalf to set meetings, send relevant messages, and replace the mundane aspects of sales that we’ve dreaded for decades. Amidst all this technologically-driven… Read More
The Sales Professional’s Oath
The world is changing faster than ever, but leadership remains the X-factor of sustained prosperity. The best leaders are visionary, competent and values-driven. They place people before profit and integrity before friendship. They are always on a mission to serve a cause greater than themselves and amidst all the fads and noise coming in 2018,… Read More
The Secret Of Accurate Forecasting
The secret of accurate forecasting is the creation of close plans which are crafted as project alignment plans with the customer.
Using LinkedIn and Your CV For a New Sales Role
It’s a mistake to treat your LinkedIn profile as an online CV. Instead think about the business value you offer potential clients and the values with which you operate. Does your LinkedIn profile evidence credibility and show your insights (Publisher and updates)
Welcome to 2016… Your Leadership Year!
Welcome to 2016! The world is changing faster than ever but leadership remains the X factor of sustained prosperity. The best leaders are visionary, competent and values-driven. They place people before profit and integrity before friendship. They are always on a mission to serve a cause greater than themselves and amidst all the fads and… Read More
Who Belongs In Your Team?
The biggest mistake sales leaders make is hiring the wrong people. The next biggest mistake is failing to move those people out ethically but quickly. I share this with you based on painful personal experience in leading teams for multinationals for decades. I tolerated too much for too long from people who never really belonged… Read More
Who Really Belongs In Your Team?
The ‘Rule of 24’ helps you determine who needs to go. Culture fit in the workplace. Contact Tony J Hughes in LinkedIn or via his website: RSVPselling.com
Why You Need Bots To Survive In Modern Sales
By 2030 up to a third of non-retail sales jobs may disappear into the ether with AI algorithms partnering with cyborg entities to replace human jobs. Is that statement true? Not in its entirety, but there is a harsh underbelly to what it stands for. The confronting truth is that corporations view us (salespeople) as… Read More
Workplace Values Define Workplace Value
Here is a simple formula to creates focus on what really defines workplace value for an employee. Yes, you must be able to skillfully execute but attitudes and values are what differentiate beyond mere qualifications.