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Leadership Words

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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.  …
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A New Client

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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…
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History Insurance

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  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…
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Straight Lines

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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…
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Where It Started

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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…
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Innovate Communciation

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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…
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Two Forces

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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…
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