June 2, 2015

Sales managers sometimes ask me why their latest business-to-business (B2B) campaign failed.

“I was sure it’d be a success,” one said to me. “We had everything in place. A great product. A truly unique selling proposition. We understood our prospects’ corporate requirements and purchasing processes. I don’t get why the results didn’t live up our expectations....

April 22, 2015

We often hear that networking is essential to business success.

Yet, to be honest, few of us are good at it.

We either avoid networking altogether or, when we enter a face-to-face networking situation, we fail to engage and make the most of the opportunities it presents.

Why is that?

A key reason, I believe, is fear – a simple fear of conversations.


December 4, 2014

I received a call last week from Justin, a marketing director who wanted me to help him grow his company’s sales. It was typical of many such calls I get each year.

"So tell me Justin,” I said, “What do you do there at Local Financial?”

“Oh?” said Justin (he seemed surprised by my question). “Um, we provide a unique kind of financial advice and end-to-end re...

November 10, 2014

In 1897, newspapers reported the death of the great American writer Mark Twain. Twain responded by telling journalist Shelley Fisher Fishkin that “the report is greatly exaggerated.”

In recent years, a number of media commentators have reported the death of cold calling. The upsurge in social media and online lead generation, they argue, has created a busines...

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© 2017 Richard Forrest.

Suite 2, 277 Condamine Street

Manly Vale NSW 2093

02 9939 6888