When working with sales leaders and their teams, I’m constantly encouraging them to get crystal clear on their purpose for being in the role, as well as their identity. There…
When it comes to developing leadership, many focus on how to become an effective leader through understanding the characteristics of good leaders, as well as the behaviours required to create…
It is quite rare to hear the concept of ‘sales warmth’ in an instant gratification, and highly competitive marketplace. Many companies run campaigns to ‘build awareness’, and create what they…
If there is one common theme shared amongst sales organisations that enjoy exceptional results, as well as sustainable success, it is the focused investment into their sales leadership. Many organisations…
Whether you are a sales leader, a sales person, a lawyer or even an economist, sales is at the centre of everything you do. Nothing happens unless a sale is…
Branding is a critical element of the environment we live in today. Whether it be salespeople, sales leaders, sports people, sporting organisations, or companies, the power of a brand can…
When it comes to selling, many salespeople (and sales leaders!) focus much of their attention on the sales techniques, the sales process, and the sales competencies. In other words, the…
If we analyse highly successful sales people, irrespective of the industry they operate in, they have a few things in common. They will possess a will to win, to serve,…
When it comes to business to business negotiations, many organisations talk a good game around seeking to drive mutual value, of trying to drive win-win outcomes, and yet when in…
In working with leaders for nearly 10 years, there is one key common element that many people are searching for from their leaders, and that is certainty. Despite what may…