July 12, 2017

I admire Squid Jiggers. These brave fishermen head out in the dead of night to the continental shelf and use overhead lights to attract and catch squid using ‘jigs’ (aka lures). You’ll be pleased to know that, due to the highly selective nature of Squid Jigging, the mechanically powered jigging machines rarely cause problems for protected species or damage t...

May 16, 2017

I’m no dating expert, but I’m pretty sure that template messaging a bunch of people you’ve never met to ask if they want to go out for dinner is a sure-fire way to end up slumped in front of the TV with a meal for one.

Firstly, if this was your approach to finding a date the people you approached this way have no idea who you are or why they should be interes...

March 21, 2017

There’s a scene in the 2002 movie Minority Report that blew me away.

John Anderton (Tom Cruise) is nervously pacing through a shopping mall and personalised holographic adverts are throwing messages at him left, right and centre. Literally, offering him services by name as a scanner reads his eyeballs.

“John Anderton!” one yells. “You could use a Guinness rig...

February 20, 2017

I couldn’t believe it,” Marc said, staring into his piccolo latte.

Marc is a friend and one of the most successful salespeople I know. However, it was clear he was having a minor crisis of confidence.

We were catching up at a café in the city, and Marc was telling me about a recent call.

I was on the phone with Linda, a purchasing manager from a XYZ Ltd,” he...

November 16, 2016

A little over a year ago, a young acquaintance was launching a start-up company, and he suggested I was naïve.

Jacob asked why I was so fixated on direct, person-to-person selling and face-to-face relationship building in my business.

“I can get all the clients I need,” he said, “through social media and digital marketing.”

He was bemused that I spent so much...

October 4, 2016

I had a big decision to make.

I was young, just starting out in my career and wanted to learn how to sell. The company I worked with had a number of salespeople, including two I got to know well. Being young, I continuously asked them questions.

Dave was a sales star. For the previous six months, he had topped the performance rankings. He was an intense, driv...

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© 2017 Richard Forrest.

Suite 2, 277 Condamine Street

Manly Vale NSW 2093

02 9939 6888