Nz sales manager issue 72

1 / www.nzsalesmanager.co.nz

June 2013 Issue 72

nZ’s e-mag for sales leaders

Winning Sales Presentations

Leaving Effective Voicemails

Keep yourself on track to achieve results

Warwick Beban

INTERVIEW WITH

CEO KONICA MINOLTA

Warwick Beban

http://bit.ly/NZSMweb


www.nzsalesmanager.co.nz / 2

THIs WeeK's musT read

We InTervIeW WarWIcK BeBan

CEO of Konica Minolta

WInnIng sales PresenTaTIons

12 tips for success

TWo mInuTe ToP uP

KeeP yourself on TracK To acHIeve resulTs

A thirst to excel

resource corner

Zero-TIme sellIng

10 Essential Steps to Accelerate Every Company’s Sales

QuIcK fIx

leavIng effecTIve voIcemaIls

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

calendar

THe close

6

11

14

16

17

18

19

conTenTs



onsumer Vault can help

you better understand

your current customers

and prospects by adding intelligent

information to your existing database.

KMS Data is a licensed provider of

phone numbers from the White Pages

data WWW.kmsdata.co.nz E [email protected] P +64 9 621 0472

C

Consumer Vault contains contact details for over 1,000,000 adult New Zealanders. Being such a substantial database we focus on working with you to select the best prospects for your telemarketing, research, direct mail and acquisition campaigns.

directory and as such we can offer

a 95% accuracy guarantee and

typically achieve 98%. Our high level

of address accuracy ensures your

direct mail campaign qualifies for

bulk mail discounts.

We understand the cost of marketing

to the wrong prospects so we have

gone to great lengths to ensure we

can refine the database to identify

the absolute best prospects for you.

As we own and maintain the database

in-house, we know exactly what can

be done and are flexible in how we

can select and supply prospect

databases making Consumer Vault

KMS Data offer an obligation free consultation, contact us to discuss how we can help you.

CONSUMERVAULT

Home Ownersor Renters

Home Ownersor Renters

CONSUMERVAULT

Age &IncomeRange

Age &Income Range

Gender

EthnicityEthnicity

Vehicles

Geographicallocation

Geographical location

Gender

Vehicles

BUSINESS VAULT

BUSINESS VAULT

Industry Type

Company Size

Direct Mail

Business Intelligence

Telephone Marketing

Locationor SalesTerritory

Locationor SalesTerritory

Industry Type

Company Size

Direct Mail

Business Intelligence

Telephone Marketing

Consumer Vault is one of New Zealand’s largest and exceptionally accurate residential prospect databases

one of the most user friendly and

cost effective residential prospect

sources for New Zealand.

Don’t buy customer or prospect

information you already have!

KMS Data are happy to remove

your existing contacts from

Consumer Vault ensuring you only

pay for new prospects.

Consumer Vault is 100% privacy

compliant. This means the database

has been constructed from legal

and ethical sources and KMS Data

remove people that are recorded

on the Marketing Association’s

suppression lists.

http://bit.ly/nb9vPE


from THeedITor

I thoroughly enjoyed working with

Warwick Beban, CEO of Konica

Minolta, to prepare our lead article

in this issue.

I find Warwick’s insights into sales

and sales management very

thought provoking, particularly what

it takes to be successful in sales, and

what he looks for when recruiting

sales people.

I agree with Warwick that successful

sales people do not necessarily

make successful sales managers, for

a variety of reasons.

Sales people who back themselves

to be successful where others

haven’t, and who are committed to

excellence in personal development

will provide very useful bench

marks for anyone who is recruiting

to fill a sales vacancy. The ability to

intuitively spot sales talent that does

not fit the ‘standard’ as Warwick

describes, is a huge asset to any

successful sales manager.

Happy selling

Paul

ABOUT /Short and sharp, New Zealand

Sales Manager is a free e-magazine

delivering thought provoking and

enlightening articles, and industry

news and information to forward-

thinking sales managers, business

owners and sales professionals.

EDITOR / Paul Newsom

ART DIRECTOR / Jodi Olsson

GRAPHIC DESIGNER / Sevim Dogru

GROUP EDITOR / Trudi Caffell

CONTENT ENQUIRIES /

Phone Paul on 04 586 4733 or email

[email protected]

ADVERTISING ENQUIRIES /

Phone Richard on 09 522 7257 or email

[email protected]

ADDRESS / NZ Sales Manager, C/- Espire

Media, PO Box 99758, Newmarket,

Auckland 1151, NZ

WEBSITE / nzsalesmanager.co.nz

Issn 2230-4762

nZ sales manager Would lIKe To acKnoWledge THe suPPorT of our maJor ParTners

COURSE

We make it easy

to groW your sales

JUly 9, 10, 11 MERCURE HOtEl, AKlClick here for information and to secure your seat today!

SALESSTAR.COM

this course will improve your sales results and business performance metrics guaranteed with international best practice, cutting edge methodology delivered by New Zealand’s # 1 sales development company.

What you will take away from this powerful course

The secret of winning leadership DNA, and a blueprint to develop it

A Master Class on Sales recruitment retention strategies and tactics

Techniques to ensure you meet World Class Leadership benchmarking

A profitable time-tested Sales Process for easy use, and management

Creating an industry dominant Unique Value Proposition

Your master Customer Demographic Blueprint



http://bit.ly/SAScom

http://bit.ly/nb9vPE

COURSE

We make it easy

to groW your sales

JUly 9, 10, 11 MERCURE HOtEl, AKlClick here for information and to secure your seat today!

SALESSTAR.COM

this course will improve your sales results and business performance metrics guaranteed with international best practice, cutting edge methodology delivered by New Zealand’s # 1 sales development company.

What you will take away from this powerful course

The secret of winning leadership DNA, and a blueprint to develop it

A Master Class on Sales recruitment retention strategies and tactics

Techniques to ensure you meet World Class Leadership benchmarking

A profitable time-tested Sales Process for easy use, and management

Creating an industry dominant Unique Value Proposition

Your master Customer Demographic Blueprint

http://bit.ly/16ZAKjK

www.nzsalesmanager.co.nz / 6www.nzsalesmanager.co.nz / 6

musT read

Newly appointed CEO of Konica Minolta, Warwick

Beban, joined the sales team fresh out of university.

Early success saw him soon promoted into branch

management and he has not looked back. We

caught up with Warwick to find out his secrets to

sales and sales management success.

NZSM: How is the sales team

organised Warwick?

WB: Primarily our sales team (about 70) is

organised geographically across 16 branches. Each

account manager is responsible for a geographic

territory dealing with SME businesses with some

WE INTERVIEW WARWICK BEBANCEO of Konica Minolta



musT read

large local enterprise clients. In addition we have a

dedicated Education team who focus on education

clients across the country. In the larger centres we

have dedicated Enterprise Account Managers who

are responsible for the top tier of local and national

enterprise businesses. Lastly we have a dedicated

team of Production Print Specialists who are

responsible for that highly specialised market.

NZSM: Born to sell or trained to sell?

Which is it?

WB: I think born. The training is important and

should be a priority for all sales leaders, but I think

all people who succeed in sales have a natural

inclination. You have to be able to relate to people,

to be able to ask them the tough questions and be

someone who loves the highs more than they hate

the lows. The best and most successful people I

have seen have always had a ton of natural talent

and drive which is hard (if not impossible) to train.

I loved the environment but the thing that really

excited me about sales was the more effort I put in,

the more I could earn.

NZSM: How can you identify top sales people

at an interview?

WB: Sales people often turn up saying they want

to be a manager. A top sales person will turn up

saying they want to be the best sales person in

our company. We even had someone who said in

their interview that they wanted the worst territory

we had and he would make it a success. He got

it, and he did turn it into a success. That is my

“I LOVED THE ENVIRONMENT BUT THE THING THAT REALLY EXCITED ME ABOUT SALES WAS THE MORE EFFORT I PUT IN, THE MORE I COULD EARN.”

benchmark for someone who backs themselves. A

top sales person will always ask a lot of good, open

questions, qualifying the opportunity and testing

whether they fit the role on offer.

NZSM: What are the top three qualities or

attributes that are needed to succeed in sales?

WB:

1. See yourself as someone who is better than

being ‘average’. Have the drive to want a better

house, better holidays, a better life. Mediocrity

is the enemy of being a successful sales person.

2. Be expert at the fundamentals – managing your

territory / client base, the sales process, your

products / services, your planning, your time

management, your communications and your

customer service – delight them.

3. Be self aware and commit to developing

yourself. The most successful people I have

seen are very aware of their weaknesses and

work very hard to improve those weaknesses.

They will also read and consult widely and have

a strong commitment to their own development.

NZSM: If you are good at selling and train

to be a manager, does that make you a good

sales manager?

WB: Not necessarily. I think most people who

transition from sales to sales management have



musT read

to deal with the fact they have

gone from being the centre of

attention to being the last person

who should be considered. As a

sales manager your efforts have

to be to support the team and

their individual and collective

success, not to push your own

profile. If you get that right, your

profile and value will rise anyway,

but if it is only ever about you

then you will struggle to create

a long term, engaged team who

will strive for success as much for

you as themselves.

NZSM: What are your three

top tips for a sales manager?

WB:

1. Be yourself. Don’t let the

role go to your head. You

will get your rewards if your

team succeeds – that is your

measure of success.

2. Set the basic disciplines and

manage them. Sales is not

a random process. Get the

basic disciplines and activities

in place, measure them and

hold people to account

3. Commit to training your

team. There is no substitute

for expertise in professional

sales, product know.

NZSM: What are the top

three qualities or attributes

that are needed to succeed in

sales management?

WB:

1. Set the standards, measure

them and enforce them.

2. Lead from the front, add

value to your team and

your clients.

3. Invest in recruitment. Your

recruitment decisions will

be your most important

so recruit widely, wisely

and patiently.

NZSM: What is the most

important thing a sales manager

does each week, month

and year?

WB: WEEKLY: Review the outcomes

of the week with every member

of the team and agree the

outcomes for the following week

– setting short term, meaningful

SMART objectives to build long

term success.

MONTHLY: Review the monthly

performance with each individual,

the actions and outcomes that

were agreed and agree the

priorities and actions for the

coming month. This is about

setting slightly longer term

objectives with each individual to

proactively manage performance

– ensuring good performers stay

on track, and poorer performers

are not falling away too far

while you work on getting them

on track.

http://bit.ly/srnr4p

9 / www.nzsalesmanager.co.nz 9 / www.nzsalesmanager.co.nz

YEARLY: Write a business plan

for your team. Create a plan

that is real, measurable and that

can be reviewed regularly with

the team. This is not just about

the numbers but the standards

and commitments that the team

will live by. Set the blueprint

for success for the year ahead –

activity levels, training schedule,

target clients, team objectives.

Get your team’s input to the

plan as something they will also

own, set the standards and goals

and then you have something to

consistently measure yourself and

your team against.

NZSM: Which sales or sales

management success are you

most proud of?

WB: I have a number of

individuals which I have bought

into our busin ey were probably

“risky” appointments but

intuitively I believed they could

be successful, and they have

been. I have greatly enjoyed

seeing them reach the standards

they have with the results that

have come from that.

NZSM: What is the biggest

mistake you have made in sales,

and what did you learn from it?

WB: Not closing the sale. In

the enterprise area it is different

and a more complex process.

When I started it was in a very

transactional role and not being

brave / confident enough to

ask for the order cost me a lot

of sales and a lot of money. At

the end of the day our job as

sales people is to secure the

order, whether it is for $10 or

$10 million. My experience

is that many sales people are

not confident in closing a sale.

I was one of them but I soon

learnt. If I wasn’t asking for the

order I had two or three very

good / competent competitors

who were.

NZSM: One thing a sales

manager can’t do without?

WB: Other than a good team,

a comprehensive CRM system.

Everything should end up in that

– activity metrics, pipeline, win/

loss ratios, profitability, customer

engagement notes and individual

opportunity potentials.

NZSM: Favourite sales, or

sales management book or

resource?

musT read



WB: www.nzsalesmanager.co.nz of course. Also,

not specifically a sales management resource, but

one of the best business books I have read is ‘Good

to Great’ by Jim Collins. It gives a great perspective

on business and driving change.

NZSM: Your advice to succeed in sales in 2013?

WB: We have been exposed to some research

recently which probably supports what we intuitively

knew. In the post GFC environment, the sales

person profile most likely to succeed is that of the

Challenger. The Challenger is someone who will

actively confront and challenge the client – about

the way they do business, the way they engage with

their clients and the way the sales person can help

with that. These are not friendly coffee meetings

talking about the weekend and each other’s kids.

These are hard questions and conversations about

the clients business and the ability for the sales

person to help them solve their problems, whether it

is through greater efficiency, greater value or better

customer service. This requires more expertise

and confidence from the sales person but get it

right, solve the clients problems and the success

will follow.

NZSM: And for anybody thinking of moving

into sales or sales management, what advice

would you give them?

WB: Being in sales can lead to a wonderful

career. Someone once said to me that ‘sales is the

best paying hard job and the lowest paying easy

job.’ That is 100 per cent like it is. If you want a

predictable, 8-5 job with no personal accountability

then sales is probably the wrong direction to take.

If you back yourself, accept that being in sales is a

professional career and are prepared to learn, then

it is like nothing else.

SOMEONE ONCE SAID TO ME THAT “SALES IS THE BEST PAYING HARD JOB AND THE LOWEST PAYING EASY JOB.”

musT read

Why are some people more successful than others? Why do only a small number of people ever achieve their goals?

Brian Tracy Training and Development Programmes can help you achieve your personal and business goals faster by teaching you proven techniques that have been successfully used by many of the world’s top achievers.

For more information visit www.kndconsultancy.co.nz or call us on 09 889 1100

KND Consultancy is a management consultancy company specialising in change and strategic management, now offering Brian Tracy training programmes in New Zealand.





QuIcK fIx

If you are leaving voice messages and finding your

calls are not returned then pause before you make

the next call.

You should of course be prepared to speak when

the phone is picked up, but if you are trying to get

access at executive level, you could be trying a long

time. You should therefore be equally prepared

to leave a message. Rambling, hesitation, and

poor choice of words are all sure signs of a lack of

preparation. Your call is unlikely to be returned.

So before making those important calls:

• Think through your voice message. Write it

down and get it right.

• Practise reading it aloud. Record it and play it

back to yourself. How does it sound? Would you

return the call?

QuIcK fIx

IT’s noT WHaT you sell, IT’s HoW you sell.

LEAVING EFFECTIVE VOICEMAILS

Why are some people more successful than others? Why do only a small number of people ever achieve their goals?

Brian Tracy Training and Development Programmes can help you achieve your personal and business goals faster by teaching you proven techniques that have been successfully used by many of the world’s top achievers.

For more information visit www.kndconsultancy.co.nz or call us on 09 889 1100

KND Consultancy is a management consultancy company specialising in change and strategic management, now offering Brian Tracy training programmes in New Zealand.

http://kndconsultancy.co.nz/events/


12 tips for success

WINNING SALES PRESENTATIONS

Creating a great sales presentation isn’t

very different to crafting a great speech.

You want to keep attention. Motivate.

Convince. Move to action.

Here is a formula that I follow (learnt from the

American maestro Patricia Fripp) that should help

you to vastly improve your success when putting

together and delivering a sales presentation.

1. TO WHOM ARE YOU SPEAKING?

Be prepared before you go in and know as much

about your audience as possible. Age, attitude,

industry and gender will all have a bearing on how

By Debbie Mayo-Smith


13 / www.nzsalesmanager.co.nz 13 / www.nzsalesmanager.co.nz

you present your points. Men and women have

different senses of humour. Younger audiences will

be more impatient than older, ‘C’ level executives

who don’t need the details. Your presentation style

and content must fit their perspective.

2. YOU ARE NOT THE HERO

What is the ratio of your PowerPoint slides (or

written material) devoted to your company vs. the

potential client? It stands to reason if you are invited

to pitch, you have already passed the preliminary

vetting. The convincing is done. Wow them, stand

out from your competition by focusing on them -

not stories of you, your company, achievements or

accolades. Do you like listening to egotistical sales

people? Share the glory with sales teams. Ensure

you put the prospective company in the lime light.

3. I - YOU RATIO

Likewise look through your sales presentations

and count how many I’s, we’s and us’s you have.

Make certain your slides and stories are about

them, not you. Change the perspective at every

opportunity possible.

Wrong: “Our company is number one in ….”

Right: “You benefit from our number one

standing because….”

4. STRONG OPENING

If you’re pitching a $500,000 contract and have only

10 minutes, then starting with “good morning ladies

and gentlemen, thank you for having us here,” just

cost you over $8,300 by wasting 10 seconds.

Open differently and strongly. Paint a picture.

Take them into the future. Describe how they’re

benefiting from the clever decision they made years

ago working with you. Decision makers want to

benefit the company, they also want personally to

be sure they are taking the right action. So highlight

how they’ll be remembered for doing the right thing

by using your company (don’t make it too much of a

butter up though).

5. ANSWER QUESTIONS UP FRONT What do they want to know from you? How can

you help them? If you’re more expensive, will take

longer, or are the underdog – do not ignore the

fact. They’re thinking it. Come straight out early into

the presentation with a ‘I know what you’re thinking’

statement, then answer their objections.

6. PREMISE

Build the sales presentation around the structure

of how they will benefit from what you are asking

them to do. “You will save $2 million dollars by

using our software”, or, “You will cut maintenance

expenditure by 20 per cent”. Phrase it so they say

to themselves ‘how?’ You then answer in a logical

and structured way.

7. POINTS LAID OUT LOGICALLY

You can help them make $2 million. How? You

enumerate and discuss the points one by one with

http://bit.ly/n7nuij


FANTASTIC CAREEROPPORTUNITYFOR SALES EXECUTIVES

Would you be interested in joining a company that can offer you: •$55k+healthbenefits+carallowance+commission •Anindividualisedtraininganddevelopmentprogramme •Careerprogressiononaninternationallevel

In our deadline driven environment, you will need to: •Haveahighdegreeofmotivationtoexceedgrowthtargetsby acquiringnewbusiness •Haveexcellentinterpersonalrelationshipskillstoup-selland/or crosssellthefullrangeofTNTproducts •Becustomerfocusedandenjoydevelopingnewbusiness opportunities

If you can hit the ground running, TNT Express is looking for Sales Executives for its Auckland and Wellington offices. We are: •AnInvestorinPeopleaccreditedcompanywhichisfastmoving andforwardthinking •Aleadingbrandintheglobalexpressindustry •Amulti-culturalteamthatcelebratesdiversitywithinthe`TNTfamily’

[email protected]

Welookforwardtohearingfromyou.

SITUATIONS VACANT

debbie mayo-smith works with businesses that want more effective teams and management. find out more and to sign up for her monthly newsletter visit www.successis.co.nz

examples. Point one is cutting costs. Point two

increasing revenue. Point three is boosting staff

productivity. Highlighting points by telling a story

will work infinitely better for you than simply stating

it or just saying why. By the way, you turn masterful

in your sales presentation story telling skills when

you give your stories flesh and blood characters

and dialogue.

8. SEAMLESS TRANSITION

Moving from a main point (cutting costs) to the

next (increasing revenue) should have a smooth

flow instead of an abrupt change. Carrying on our

example you could transition by saying, “lowering

costs is only one side of the equation of boosting

your profit. Increasing sales in a challenging

environment might not seem easy, let me show

you how we help”. That places you nicely into the

segment on how you increase their revenues.

9. QUESTIONS

Don’t end with questions, rather take them before

you review at the end so you can close on a

high note.

10. REVIEW

If possible use a story again – outlining a client

that benefited in all the ways you highlight they

will benefit.

11. REPETITIVE REFRAMES/ SOUND BITE STATEMENTS

You can be sure they’ll remember stories. Hit home

with better retention by giving them little sound

bites and repeating them often.

12. STRONG CLOSE

Refer back to your opening story or bring all the

elements together describing how they’ll benefit. If

you didn’t use the’ looking into the future’ in your

opening, you can use it in the closing. “Picture

yourself in two years’ time. It’s the gala dinner.

Award night. Everyone is abuzz because of the

success of the new software system you approved

and installed the year before. Five different staff

have come to you throughout the evening – all

award winners from their significant leap in

productivity”.


emailto:[email protected]

www.successis.co.nz

resource corner

authors: Andy PaulPublisher: Morgan James Publishing Price: $24.31 from www.fishpond.co.nz

Zero-Time Selling: 10 Essential Steps to

Accelerate Every Company’s Sales teaches

managers and sales professionals how to

sell fast and shift their sales results into a higher

gear by integrating greater speed, responsiveness,

and information content into each step of the

selling process.

Time is the most valuable currency for buyers and

sellers. Zero-Time Selling illustrates how time-

starved prospects reward the sellers who help them

compress their buying cycles to make fully informed

purchasing decisions faster.

Zero-Time Selling provides the keys to the speed of

selling – selling with maximum impact in the least

amount of time to enable your prospects to earn the

best return on the limited time they have to invest in

buying your product or service.

Zero-TIme sellIng10 essenTIal sTePs To acceleraTe every comPany’s sales

www.fishpond.co.nz


A thirst to excelBy Janice Davies

KEEP YOURSELF ON TRACK TO ACHIEVE RESULTS

If you want to achieve more, write or visualise

your goals. Many athletes daydream or visualise

to succeed. They have seen themselves crossing

the line first or on the podium with their medal

and have learnt to ‘see the end in mind’ and work

backwards in their training programme.

My first question to you is: How old were you when

you started to set your goals ? I am sure you were

achieving before you started to write them down

but gathered momentum when you concentrated

on them.

My second question is: Have you seen your end in

mind? Mine is to sit on a boat in a bay, writing. I can

swim and fish as well, and even become a beach

bum or tour the world on cruise ships. But what

about yours?

2 mInuTe ToP-uP



If you can excite and motivate yourself, you have a

thirst to excel.

Understanding your personality is an advantage

when goal setting. You are aware of your strengths

and weaknesses and grasp why you are achieving in

some areas of your life and not in others.

Right-brained creative thinkers are constantly

coming up with new ideas and love being with

people, talking and selling. However the most

difficulty they will have is in the area of finances,

systems and analytical areas.

So setting pages and pages of goals may not match

how you like to operate. Instead maybe you need

a combination of visual treasure maps as John

Assaraf talks about in ‘The Secret’ and his fabulous

book ‘The Answer’. I have one of these on my wall,

along with one of my new life long goals of making

a movie. Every time I read that headline, I attach a

‘Yes’ to it, giving it momentum forward.

One sales person I knew had his goals on his

Blackberry and every time he received a rejection,

he would re-read his goal to quickly move his

thinking forward again.

Again, it’s the same with you. How do you keep

yourself on track to achieve the results you have a

thirst to excel in?

Another word I use after missing deadlines because

‘life’ happened and I was having a sense of failure,

is the word ‘intentions’. Life happens which is

sometimes out of your control. However either word

works. Visual or written down, constantly reading

or seeing your goals provides you an incentive to

greater success.

I am certain it is the minority of people who sit

down and writes their goals on New Year’s day, so

anytime is better than none. I recommend you use

a 15 month calendar, exactly for that reason. Many

people have opted out of the goal setting, because

they say it is too hard, or they don’t know how.

The key to achieving is for you to understand you

are living in a constant state of learning. You reach

one goal and the next is scooting along ready

for you if you want to achieve more. Let’s face

it you can learn how to operate you new mobile

phone and the latest technology, so you can learn

anything, if you are provided the opportunities.

Janice davies is The attitude specialist, who educates about empowerment. as a Professional speaker, success coach and author Janice shares at conference and workshops on difficult people, attitude, goals, stress, and positive work relationships. To find out more visit www.attitudespecialist.co.nz.

2 mInuTe ToP-uP


http://bit.ly/IvZ4K3


daTe name Place comPany lInK

Wednesday 3rd July sales Ignition day Palmerston

North

The Marketing Company

http://events.themarketingcompany.

co.nz/courses/2-sales-ignition-day

Wednesday 3rd July -

Thursday 4th July

Winning Proposal strate-gies

Auckland Shipley NZ http://www.shipleywins.co.nz/public-

training-schedule.html

Thursday 4th July cross selling & up sell-ing

Tauranga The Marketing Company

http://events.themarketingcompany.

co.nz/courses/22-crossselling-upselling

Friday 5th July Winning Business as an

sme

Auckland Shipley NZ http://www.shipleywins.co.nz/public-

training-schedule.html

Tuesday 9th July essential client manage-ment

Auckland

Central

The Marketing Company

http://events.themarketingcompany.co.nz/courses/4-essential-client-man-agement

Tuesday 9th July -

Thursday 11th July

sales leadership and management academy

Auckland Sales Star www.salesstar.com/salestraining/con-sultative-selling.html

Thursday 11st July eat That frog! Auckland KND Consultancy

http://www.kndconsultancy.co.nz

Tuesday 16th July sales Basics Auckland Geewiz http://www.geewiz.co.nz

Wednesday 17th July sales management Auckland Geewiz http://www.geewiz.co.nz

Tuesday 23th July sales Basics Christchurch Geewiz http://www.geewiz.co.nz

Wednesday 24th July sales management Christchurch Geewiz http://www.geewiz.co.nz

Monday 29th July -

Tuesday 30th July

Perform at your Best Auckland KND Consultancy

http://www.kndconsultancy.co.nz

Tuesday 30th July -

Thursday 1st August

scotwork advancing negotiating skills

Auckland Scotwork Nego-tiating Skills NZ

http://www.scotwork.co.nz/

calendar

2013 19 / www.nzsalesmanager.co.nz

THe close

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!

“Opportunity is missed by most people because it is dressed in overalls

and looks like work.” - Thomas Edison


Nz sales manager issue 72

Documents

Transcript of Nz sales manager issue 72