Blog

Momentum

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Momentum really is the great strategic leveller … success usually goes with those that have the greatest momentum. In sports business … life, momentum feeds on itself and fosters even greater results. Without momentum, there is friction and there is…
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Competitive Displacement

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Your customer is NOT buying in a vacuum …so you can’t afford to sell in a vacuum! There may be exceptions, but in almost every sale imaginable, your prospect is not looking at what you’re offering in a vacuum. Their…
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20 Minute Teachings

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What’s the most valuable way you could spend 20 minutes this week? Time is the most important resource you have … and yet it might just be the most abused resource out there! We consume time without thinking.  We let…
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Goal Setting

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Goal setting, planning and time management are important to success BUT they are NOT the full set of keys to success that they are often positioned to be … No one can guarantee the end result however, if you identify…
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Certainty

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Is there one thing that is more important than anything else when it comes to closing a sale? I’d be pretty bold to suggest that there is just ONE thing … but here I go anyway! Every sale is an…
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Why Not You?

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In every market, someone has to be the highest priced provider … and they’re usually doing very well! For many businesses, selling at a super-premium price point doesn’t feel possible. However, for those businesses that are delivering at the super-premium…
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An Evening With Andréa Bocelli

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I went to a wonderful concert on the weekend with Andréa Bocelli and a whole line up of amazing vocalists and dancers who guested with him. It was outdoors on a magnificent November evening here in Perth.  The sky was…
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Big Promise

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How big is the promise you make during the sales conversation? Salespeople are often cautious about making promises in the sales conversation – and if the sales people aren’t cautious about it, there are usually other people in the business…
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Funnels And Outbound

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Please, please, please take control of your selling! I presented to a room full of business owners at a conference last week and, with 2023 just around the corner, I felt that the best value I could bring to the…
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Business Certainty

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Every business owner wants certainty!  Certainty allows you to make decisions, invest, employ … be confident! Business certainty also allows your business to continue to make the contribution you really want it to make over the long term. Business certainty…
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