Pressure can create...
April 15, 2024
I was speaking to a valued contact just this week who shared with me he is...
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Beyond the...
March 14, 2024
I have been hearing more and more these past few weeks about very modest growth...
The Human Touch
February 13, 2024
I was playing golf recently with a lawyer, a pilot and a real estate agent and...
The Big Three - 2024
January 20, 2024
What a difference a bit of sun makes to everyone’s mood and energy!
Reflections of 2023
November 22, 2023
Last week at Sales Syndicate we were fortunate to have Michael Henderson share...
What Politicians...
October 11, 2023
The first rule of sales is never talk politics - however I am going to break...
Risk and Reward
September 18, 2023
When I first moved to Auckland some years ago, I started playing tennis against...
Observations from...
September 6, 2023
One of the most common questions I am asked in the sales sector currently is...
Observations from...
August 31, 2023
What drives great sales results and what holds companies back? As fractional...
Confidence is the...
August 22, 2023
At INDICATOR we are noticing 4 sales challenges right now and these seem to be...
The Power Imbalance...
July 18, 2023
I had a funny meeting some years ago when I met with an individual about the...
Sales Technology:...
July 3, 2023
Sales technology has revolutionised the way businesses approach sales processes...
Full Speed Ahead:...
June 27, 2023
This might be slightly controversial but at Indicator, we love slower times....
Selling just got...
May 30, 2023
It might surprise you to know that our business is counter cyclical.
The Sales vs...
April 19, 2023
Years ago, in a previous business, I was approached by a proactive salesperson...
Laughing All the...
March 28, 2023
Here's a story of a business we helped out that was in a dire situation. The...
Mindset: A...
March 22, 2023
Here’s a riddle. Take a wall. Find a large piece of cardboard that can cover...
Achieve more with...
February 22, 2023
There is a term used in golf tournaments called “moving day”.
Set your sales team...
January 18, 2023
I hope you feel rested, energised and ready for a successful year. One way or...
Reflect, Recharge...
December 13, 2022
As the country is limping towards the end of 2022 it is always a good time to...
Better with years
November 21, 2022
Comparisons between sport and business are used all the time and it is...
Are you at boiling...
October 11, 2022
No time to sit still
September 12, 2022
It has been interesting following the trials and tribulations of the All Blacks...
Sales Syndicate...
August 23, 2022
I am proud to say that Sales Syndicate – the foundation programme of Indicator,...
The thing about...
August 23, 2022
I saw a LinkedIn post recently from someone I respect in the US who shared how...
The Sales Leader...
August 15, 2022
At Indicator we believe that the role of the Sales Leader is one of the most...
Exploring 3 ways to...
August 15, 2022
As a sales leader, you’re responsible for building passion in your team,...
Adios Winter...
July 17, 2022
The Winter Doldrums – yes, it’s a ‘thing’ and now is the time to be aware of...
When to Hold & When...
June 20, 2022
When was the last time you paused to reflect on your negotiation style? Our...
What do you value?
May 24, 2022
A typical approach to recruitment is to first look for people with the right...
Working outside the...
April 19, 2022
We have a public holiday that was started over 100 years ago celebrating an...
Confidence – The...
March 22, 2022
The difference between most of us and the uber successful people in the world...
Time to kick on
February 22, 2022
Learn to Win in 2022
January 12, 2022
Who is up for a...
November 22, 2021
When you hear the word ‘risk’ does it conjure up a bad image in your mind or a...
The Future of NZ...
October 13, 2021
The last 18 months has been a very uncertain time for businesses but it now...
Succeeding in a...
October 11, 2021
The firm grip of a handshake. The unmistakable connection from eye to eye...
Is no the new yes?
August 11, 2021
Do you choose your clients, or do they choose you? The answer is not a simple...
To RFP or not to RFP
July 13, 2021
This year we have seen an increase in the number of Requests for Proposals...
I failed an EQ test
June 24, 2021
I have always thought of myself as having a decent amount of emotional...
Habits can make or...
May 19, 2021
The only difference between you today and you in 5 years’ time will be the...
Too much change?
April 21, 2021
We have just finished 3 days ‘IRL’ (in real life) with our Syndicate and...
Crisp shirt up top,...
February 8, 2021
Although we are happy to see the back of 2020, we’re not forgetting it in a...
Supporting Women in...
October 6, 2020
I have been fortunate in my sales career to have had supportive managers,...
Cadence - Are you...
August 24, 2020
Cadence. My favourite word in sales. As a sales leader if you have built a...
Chasing Big Sales
July 27, 2020
4 words for you...Be like David Attenborough. Having inspired millions, there...
Structure for the...
June 10, 2020
Back in the days when social distancing was something we did after curry night...
It's our time to...
April 28, 2020
With the government announcing that the lockdown brakes are starting to be...
The road ahead
April 5, 2020
Firstly, I need to acknowledge how challenging the past couple of weeks have...
Are your sales...
March 4, 2020
Have you ever worked out how much it costs to run a sales meeting? Not just the...
What lies ahead in...
February 4, 2020
We have just undertaken our third Mood of the Sales Leader survey, which...
Does one of these...
December 10, 2019
I met someone a few years ago who told me his business was so successful that...
A good lesson to...
November 13, 2019
Several years ago my wife and I enlisted a real estate agent to sell a house....
Are you leaving a...
November 7, 2019
The MD of a company recently approached us and was frustrated with his sales...
‘The clown, the...
September 22, 2019
There was recently a story in the media about an advertising man who took a...
The Hidden...
August 27, 2019
Sales is a rollercoaster of emotions. When you’re “on fire” life is good, you...
What we can learn...
July 29, 2019
There was a famous car salesperson by the name of Joe Girard who sold 13,001...
Your Sales Team...
June 24, 2019
The Sales Syndicate community was recently treated to a workshop by corporate...
What McDonald’s can...
April 29, 2019
We were fortunate recently to have Dean Mannix with us at Sales Syndicate who...
Are you focused on...
March 31, 2019
The most successful B2B sales people all focus on 3 key areas: Quantity Quality...
2018 reflections on...
January 15, 2019
As the new year begins, we’ve reflected on 2018 and would like to share five...
Are you adding...
October 24, 2018
What is the purpose of a sales person? A good question to ask yourself or your...
Money talks or does...
September 10, 2018
Money talks I’m half way through an interesting book by Daniel Pink – DRIVE!...
Mood of The Sales...
July 26, 2018
Indicator has gained some valuable sales industry insights over the past three...
Sales Training...
May 21, 2018
Who is it for? Sales Training course for up to intermediate B2B sales people....
How to make sales...
March 20, 2018
So your sales team is not performing as well as you’d like them to. What can...
Sales Productivity...
February 22, 2018
One of the most fundamental components of a successful business is a...
Energy,...
February 16, 2018
Sales effectiveness drives the world around – economy, business, and...
Five tips for...
January 22, 2018
Sourcing and recruiting sales staff who are superstars is just half of the...
5 key tips for...
December 7, 2017
We all know the different sales skills and attributes of hunters and farmers....
Discount is a dirty...
November 27, 2017
How many times have you heard: “We got the deal but had to give away a bit to...
How do we get sales...
November 26, 2017
The days of hitting the phones trying to get sales meetings from cold prospects...
How to boost your...
November 26, 2017
Just about every single time I have seen a company’s sales slump or slow down I...
Sales Productivity...
November 11, 2017
Who is it for? Designed for sales people, sales managers and executives who...
What is the Role of...
November 11, 2017
Easy - the sales manager’s job is to drive their team to make sales. It’s that...
Indicator's 5...
November 11, 2017
Here are our 5 recommended reads on sales strategy and management, sales...
I Just Need a Price!
November 11, 2017
How many times in a sales process do you hear this? I was emailing a guy the...
Advice from...
November 11, 2017
Indicator and NZ Leaders recently joined forces with special guest presenter,...
Sales Management...
November 11, 2017
Hardie Fasteners was founded in 1997 by Joseph Hardie and supplies the marine,...
The top 5 lessons...
November 11, 2017
Since the late 1990's Customer Relationship Management (CRM) has been the go-to...
So, why would your...
November 11, 2017
Actually, the first question is, does your company have a sales model? From my...
Case study: Tru-Test
November 11, 2017
With a livestock solutions business strongly leveraged to dairy, Tru-Test, has...
It's not about you
November 11, 2017
So the temptation is to get in front of a prospect, give them a pitch - any...
4 tips for...
November 11, 2017
The success of any plan is all in the design but no matter how well your plan...
7 Top Tips for a...
November 11, 2017
How well is your team executing strategy and do they even get it? The company...
Beyond Bounce
November 10, 2017
Presence, Flow and Eudaimonia As a young doctor, I saw that the medicine...
To Test or Not to...
November 10, 2017
Many Sales people are recruited and managed by non-sales people. Not...
What's the CEO's...
November 10, 2017
This is an interesting question as the answer is everything and nothing....
The educated...
November 10, 2017
MD of GrabOne and self described "hustler who gets stuff done", Ryan Watkins...
What does...
November 10, 2017
Firstly, when over 50 Sales Managers were asked about it at our recent...
To train, or not to...
November 10, 2017
That can’t be a real question can it? Doesn’t it apply to everything?
Disruptive selling...
November 10, 2017
At Indicator's Sales Syndicate we were recently treated to a presentation from...