Posts by Tarlia
Thought For The Week!
According to Harvard Business School professor Gerald Zaltman, a significant 95% of buying decisions are based on emotions, with only a small 5% being rational. Zaltman also suggests that this tiny rational part is often used later to justify the emotional choice. This might seem surprising because sales has become very skilled at addressing the…
Read MoreWe’ve Got News – September Edition!
September has seen an increase in hiring activity within the Australian tech scene after a sluggish 2023. It seems like the hibernation phase is coming to an end, although we don’t expect the post-COVID activity that we saw in 2021 and into 2022. Hiring a high-performing sales headcount is front of mind for many Sales…
Read MoreStop Info-Dumping On Buyers
There’s an old saying that goes, “A person with one watch always knows what time it is. A person with two watches is never sure.” This is exactly what is happening with buyers every single day. The amount of information at buyers’ disposal is causing analysis paralysis, making their decision-making harder than needed. So how can…
Read MoreAsk This When Facing Rejection
So… You didn’t get the job. Who did and why? What did they have or do that made them the best choice? Instead of speculating later, address this now while there’s still a chance. Instead of the generic question, “Is there anything from my background or skills that might hinder my progress in this opportunity?”…
Read MoreWhy You Should Prioritize Coaching
Did you know in a new hire’s first three months, they will only retain 16% of all training they receive? To put that in perspective, imagine a new starter who only remembers: 16% of your sales process 1.6 out of 10 competitors 16% of your product 16% of your sales methodology This is why ongoing,…
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