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How do entrepreneurs differ from everyone else and does that make them special or just plain crazy? If we dilute the idea of work down to two things, effort and reward, there are two ways you can make that happen….

If there were just three things you needed to get right to make your business successful, what would they be? When I ask that question all sorts of things are suggested. Sometimes so much jargon is used that it is…

What is the single most important character trait of successful entrepreneurs? I was asked this question last night at a dinner I was privileged to enjoy with some very successful entrepreneurs. It really got me thinking! I want to define…

I’d just started lecturing at University and worked alongside a very experienced colleague whose students always achieved incredible results.  One day, I asked him how he did it and his answer surprised me … He said teaching had little to…

The impressive fountains of the Bellagio Hotel in Las Vegas may hold keys to sales success.  What can we learn from them? Sales success requires an engine underneath, that is critical to long term success, but it’s missing from many…

I’m sitting in Atlanta Airport, home of Delta Airlines, looking at the extraordinarily busy, but purposeful, movement of vehicles, equipment and planes, and a thought hit me ... How can so many industries have such highly-efficient, logistics systems and, at...

How fast your customer makes the decision to buy really matters – but not in the way that many people think … There is always a conversation in the sales world about the speed to conversion. The faster you can...

What do JR Ewing and a boy born and raised in small, country West Australian towns have in common?  And it’s not that we both wear a genuine Stetson hat like a boss! We both experienced the entrepreneurial spirit alive...

Every time I go to a new city I wonder what I’m going to find.   What will it be like, what will I SEE, what will the people be like?   Will I like it and want to come back?  Is...

In sales we always talk about value and price. But there's another dynamic in play ... fairness! Are value and fairness the same thing? There is a wonderfully informative and funny TED talk by Frans de Waal, about how fairness...