Ever wondered why some people can’t bring themselves to call it as it is – tell you that you have spinach in your teeth, loo paper on your shoe or god forbid that your fly is undone…? I recently wrote a post that pushed the boundary of political correctness, although my intention was a positive …
We all have lids. We all have lids that limit our growth and that close us off to success. Once we lift those lids we flourish, and so do those around us. Most salespeople find when it comes to speaking to the ‘C Level’, they begin to run out of conviction and confidence and fail …
Ways to ‘Lift Your Lid’ And Communicate with the ‘C’ Level Read More »
Let me preface this post by saying I have generously highlighted a stack of passages in the book The Challenger Sale – Taking Control of The Sales Conversation [Matthew Dixon, Brent Adamson] because they resonated with the coach/mentor part of what I do. I have also had many years of SPIN training [Neil Rackham] both …
Why it should never have been called ‘The Challenger Sale’ Read More »
It was a crazy bucket list trip designed to simply do different things. You know, stretch the imagination and show our kids you’re never too old to dream big, push your boundaries and then execute, no matter how sore your muscles might end up becoming. But like anything in life, nothing is ever so basic …
7 Lessons the USA Taught Me About Posting A+ Results Read More »
Modern day master salespeople, like masters in any discipline, think differently than the masses. They are in tune with the idea of serving others, from the word go, instead of serving themselves first. They don’t operate within the horse trading mentality of ‘give me what I need and I will give you what you need’. …
Now it’s important I say one thing here: I was Tony Robbins peak performance coach for Asia Pacific for a three year period coaching his clients across 12 countries – I did not coach Tony himself! You could say I crossed to the dark side for a few years, worked with the guy who is known …
Once upon a time, two salespeople of Irish decent, met at an Irish cafe on the north side of Sydney, shared a cup of coffee and… Collaborated! Spending time with Cian McLoughlin, who has recently written, published and launched his new book ‘The Rebirth of the Salesman’, was enlightening to say the least and of course, it …
I don’t shop at Hugo Boss. But my 22 year old son, who has just landed his first B2B account management role, as of this weekend, now does! Still happy to take Mum with him, we stroll through one of the major department stores to check out their choice of suits. We have no idea …
I’ve grappled with some people’s styles over the years and people have probably grappled with mine as well. It’s human nature. Outside of the fact that we have many profiling tools, there are some behaviours that many of us notice – either online or in person – where we wonder if there is something wrong …
If you want to get lucky in your sales career, then I seriously want you to meet someone. Jill Konrath. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. What many don’t know is the type of person she …
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