2021 Trend Update
I was totally staggered when I read this … According to Fjord Trends 2021, 50% more businesses were created in June 2020 compared with the same month in 2019 … Even in a pandemic, there are massively increasing…
Gold Nugget
What can gold mining teach entrepreneurs about business and the real riches of business success? You’ve probably heard someone refer to a new business idea as a nugget of gold – maybe you’ve even said that yourself. But is a…
Company Genius
Your sales team may not have a problem selling … they may have a problem believing! If we boil selling down to its most basic form, it is a process of one person convincing another person that something is…
The Go-Giver
Do we really understand value and how it applies to business? Is the Law of Value the same as the Law of Compensation? I’ve been re-reading a favourite book of mine, the Go-Giver by Bob Burg and John David…
Double Certainty
Your customer has very likely made up their mind about you by the time they actually talk to you … If they’re in a conversation with you there’s a reason why. Usually, it’s because there’s something about you that…
The Concept Of Opinion
Have you ever wondered about the concept of opinion? How do we form an opinion and more importantly, how do we hold onto an opinion? All of us have opinions that we vigorously express. We also observe opinions others…
Sales Leadership
There’s a world of difference between sales leadership and sales management. And the difference is really quite simple … Sales management often involves driving the numbers – getting sales people to hit their targets. Managing the visible! High performing…
Highest Value
What is the highest value of your sales process? Would your customers feel like your sales process is mostly about serving them or mostly about serving you? A focus on the product or service, with any sort of pressure…
Tech Advantage
Do you want richer, deeper conversations with your prospects than any of your competitors? Would you like to be able to convert at speed, without compromising price or rate of conversion? How about having a greater level of…