Blog

People Buy on Price if There is Nothing of Greater Value to Focus on

May 16, 2022

Children and dogs are among the best salespeople on the planet … and they’ve never had any formal training on how to position or close the sale … They both sell the same way and it is incredibly successful. They…

What Can We Learn About Selling From Cataract Surgery?

May 13, 2022

Uncategorized

What can we learn about selling from cataract surgery? A few years ago I had cataract surgery. The Ophthalmologist told me he would smash up the lens in my eye, suck the fragments out, leaving me temporarily blind, and then…

20 Minutes

May 9, 2022

Uncategorized

If you spent just 20 minutes with someone, what critical insights would they need to share with you, for you to say “that was the most important 20 minutes I spent this week!” 20 minutes is not really a lot…

Prospects Really Only Want Two Things

May 6, 2022

Uncategorized

Prospects really only want two things … Sales is often talked about as a fairly adversarial activity. It’s become so normalised to think about it in this way, that we don’t really even notice that we’re doing it. Sure, we…

A Great Business is Always Built on People and Impact

May 2, 2022

Uncategorized

A great business is always built on people and impact … If we want a great business, customers need to know that our product or service will make a deep difference to them. We also need our team to believe…

Obsession Vs. Passion

April 11, 2022

Uncategorized

What if success as an entrepreneur ISN’T about following your passion … I was fortunate to be in a small group discussion last Friday with a billionaire who was sharing some of his insights with the group. There were only…

How Are You Weaving Transparency Into The Way You Sell?

April 4, 2022

Uncategorized

Ever walked into a room and the people already in there stopped talking … and you felt like there were things they were talking about that they weren’t sharing with you! Remember how that feels, the awkwardness of it, the…

Would YOU subscribe to your list?

April 1, 2022

Uncategorized

Would YOU subscribe to your list? Your list strategy is a critical investment of both time and money … but does it deliver value and build trust? I am often asked how a list strategy can elevate the brand, amplify…

Leaders Replace Meetings With Trust

March 28, 2022

Uncategorized

How you market and sell is a success differentiator in business – but besides sales, what is the single biggest success capability you can have in business? People think that we use visual models to drive sales, and it’s true,…

What’s More Important, Your Brand, Your Marketing Or Your Sales Effectiveness?

March 21, 2022

Uncategorized

This question comes up all the time … What’s more important, your brand, your marketing or your sales effectiveness? The answer can simultaneously be all of them and none of them! In business, the most important thing may well be…