Mismatch
There’s a really simple, but often overlooked mismatch that can exist in the sales exchange that will get in the way of seamless conversion. That mismatch is sometimes disguised with the throwaway statement “they’re not my client …” …
Leadership Lid
There’s never been a more important time for leaders to lead … In his 21 Irrefutable Laws Of Leadership, one of my favourite contributors to leadership literature, John Maxwell, nails it with Law # 1 – the Law Of…
During Uncertain Times
During uncertain times, it’s natural to look outward in the hope of finding something, or someone, to hold onto that will give you stability. Of course, true stability comes from within. Our centre of gravity is contained within…
All Progress Lives On The Far Side Of Chaos!
I had the honour of presenting into two groups in the USA very early on Saturday morning and I told them something I think every business owner and leader should know … I shared a perspective on what I…
How Has Selling Changed In The Past Two Weeks?
How has selling changed in the past two weeks? It may well be the biggest, single, global shift in selling history! Whether you’re a salesperson selling to a customer, or a leader influencing your team, a fundamental change…
Leadership Words
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. …
A New Client
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…
History Insurance
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…
Straight Lines
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…