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Let’s assume you’re making the same top-line revenue you did last year and the year before that. Your margins and costs are getting tighter and you can’t pass on or raise your [...]

Choosing to be liked or respected is a conundrum for many of us. Like cognitive dissonance creates that battle in your brain, you are left with the question of which one you [...]

The hardest decisions are always the right decisions. Some businesses right now will be facing them thick and fast. Taking the easy path is always easy. Taking the path no one has [...]

Rural reps often regard your customers as their own, referring to them as “my customers” which is a telling choice of language. Book-buying only reinforces this fact. We see this [...]

Remote selling isn’t something new yet we’re seeing a lot of resistance to it right now. Many clients are telling us their reps won’t sell remotely, complaining that [...]

In times like this you need a lean and mean business machine. You have to cut all waste from your system. It’s become apparent there was a lot of fat floating around. Unnecessary business trips, [...]

Let’s not sugarcoat things here. Business and sales are going to get tougher before they get better. And the only way things get better is when we get better. When we don’t subject [...]

Some of us have got soft. We’ve become addicted to comfort, convenience and cushiness. We don’t like shocks or setbacks because we see them as threats, not opportunities. These shocks and [...]

Here in New Zealand we’ve supposedly “gone hard and gone early”. Time will soon tell (around April 6th) if we took action early enough to see a flattening of the curve in the [...]

Wow. What a week we’ve just had. Hopefully you’ve managed to catch your breath, settle in and adapt to your new normal for now in lockdown. Last week a lot of businesses faced the [...]