All Progress Lives On The Far Side Of Chaos!
I had the honour of presenting into two groups in the USA very early on Saturday morning and I told them something I think every business owner and leader should know … I shared a perspective on what I…
How Has Selling Changed In The Past Two Weeks?
How has selling changed in the past two weeks? It may well be the biggest, single, global shift in selling history! Whether you’re a salesperson selling to a customer, or a leader influencing your team, a fundamental change…
Leadership Words
If you lead any kind of team, especially a sales team, be careful of every single word you use right now. How you speak and what you say is a direct pathway into your internal map of reality. …
A New Client
A new client, who signed up yesterday to work 1:1 with me, said something quite astounding … He told me that he has a great sales team and marketing team and that he’s a member of some terrific business…
History Insurance
I just spent 3 days with a wonderful business community in Melbourne, sharing some deep concepts that change everything about how people sell … I was addressing a fundamental understanding that anyone in selling MUST grasp. Prospects…
Straight Lines
Most people want simple, linear solutions to their complex problems. They want “5 simple steps” or “3 keys to …” or “7 rules of …” The reality though is that complex problems are usually more iterative, circling back and…
Where It Started
Yesterday, I went back to where it all began! I spent the day in a small town about 100km out of Perth working with a great client around their sales strategy and their sales models. Forty years ago…
Innovate Communciation
So many business owners tell me they have a truly disruptive solution – but there’s a key question to ask … As much as you’d like to believe it, is your product or service really as disruptive as you…
Two Forces
There are always two forces in play anytime you engage in a process of conversation or influence … and selling is both conversation AND influence so – what are the two forces? When we sell to someone, we are…
When Was The Last Time You Audited Your Sales Process?
When was the last time you audited your sales process? Have you EVER done so? I had an interesting experience this week … A client I’ve been working with was thinking about where they would use the…