2018-06-11
Leadership Wisdom, Sales Wisdom, Change, Leadership, Process, Time
The 80/20 Rule Revisited What is it? A summary of the essential leadership skill of… The 80/20 Rule that every Executive must understand &
2018-05-20
Sales Wisdom, Change, Leadership, Process, Time
What is it? A summary of the three essential skillsets of Strategy, Planning and Action that every Executive must not only master, but balance under ever-changing business cond
2017-11-01
Leadership, Revenues, Opportunities
Everyone knows the cute story of the ugly duckling. The shy young duckling who lacked confidence at such an early age, but in the end, grew up to be th...
2017-10-01
Change, People
Rapid business change is more evident than ever. Competition constantly increasing, new disruptive technologies being rapidly deployed, and good in-dem
2016-07-01
Change, People
In my previously published book “The 6 Sales Habits”, I talk about the incredible importance high-performing sales professionals place on identifying,
2016-06-01
Leadership, Process
Having been in Executive leadership and sales management for many years, I was quite accustomed to someone higher up asking for more of something. Most
2016-05-01
Leadership, Time
You may not know that I am a big fan of Tim Ferris and his great book “The 4-Hour Workweek”. It really is incredible what can be achieved in just...
2016-04-01
People, Process
If you're in business, you will have customers. If you have customers, chances are high that not all your customer relationships are as solid as you wo
2016-03-01
Change, Leadership, Process
Having worked, consulted and coached for many companies over many years, I realized that some of these companies now no longer exist. For some they wer
2016-02-01
Change, People, Process
It’s that time of the year - a new fiscal calendar for many and likely with it new targets, new goals and maybe even new strategies. Everyone is excite
2015-12-01
Leadership, Process
As a person develops their career from a junior position right through to Executive Management, one of the key requirements and differentiators as to w
2015-11-01
Change, Process, Time
You know the situation well. You’re rushing to work in the morning after having knocked off a few urgent emails over breakfast. Traffic irritates you f
2015-10-01
Change, Leadership, Revenues
Companies are created and setup to grow. In some cases as fast as possible, while in other cases a plan is created for steady, sustainable growth. But
2015-09-01
Leadership, People, Revenues
When I am introduced to a company for the first time, I quickly try and figure out who is responsible for sales. It might sound like a simple question,
2015-08-01
People, Opportunities, Process
The game of sales can indeed be a complex one. With rampant competition in many sectors, game-changing technologies more commonplace, and shareholders
2015-07-01
Leadership, Opportunities, Process
In the complex world of business, with so much interaction, specialization and expertise necessary, companies often have to embrace working with outsid
2015-06-01
Change, Leadership
In business just as in life there are times when simply ‘the worst’ happens. It might not actually be the worst but you imagine and feel it is. At this...
2015-05-01
Leadership, Opportunities, Process
I am very fortunate to coach some amazing Executives and companies who have a desire to dramatically accelerate their business. Of course every situati
2015-04-01
Change, Revenues, Process
If anyone tells you installing a CRM system is easy - think again! Depending on how large a user base your initial install will be, it can turn into a
2015-03-01
Leadership, Process
Having been in Executive leadership and sales management for many years, I was quite accustomed to someone higher up asking for more of something. Most
2015-02-01
Change, People, Process
Computers are more reliable, cheaper, require less attention, and you can leave them working overnight without HR asking why you are working them so ha
2015-01-01
Change, Leadership, People
Full disclosure - I am a professional Executive coach. I make a living from it. I really believe in it. But is it right for everyone? Oh my God no! Be...
2014-12-01
Leadership, People, Process
In my recently published book “The 6 Sales Habits”, I talk about the incredible importance high-performing sales professionals place on identifying, cr
2014-11-01
Change, People
I got the inspiration for this article on a recent visit to England. I was staying at my sister’s and decided to have breakfast on the patio on a stunn...
2014-11-01
Revenues, Opportunities, Time
It’s not fair - not fair at all! Within the first second of meeting someone they will have formed an opinion of you that frankly is then very difficul
2014-10-01
Leadership, Revenues, Opportunities
While visiting London, England a few years ago, I decided to do some typical tourist activities and headed to the Tower of London. If you haven’t been
2014-09-01
Leadership, People
In my recently published book The Holistic Executive: Mastering the Ways of the Executive Leader I explore the concept of what it takes to develop hype
2014-09-01
Leadership, People, Opportunities
Want to become successful quickly? Then make other people successful first! This might sound counter-intuitive, but one of the great laws of the unive
2014-08-01
Change, Leadership, People
At a recent dinner in the UK with my old boss and a few of his key staff, I quickly realized I had not actually spoken to them for almost...
2014-08-01
People, Time
We’ve all done it - said something when we are tired (and wired). Great salesmanship is when you know you are tired (and wired) and choose to hold you
2014-07-01
Leadership, People, Opportunities
You know the scene well – you’re in in the office or conference room, somebody has said something you really don’t agree with, and you decide you have
2014-07-01
Leadership, People, Process
In Sales things continually seem to be moving to more casual with clothing attire - but not everywhere! Just because your customer is in jeans and a t
2014-07-01
Change, People, Miscellaneous
In all things Sales, BUT is a word not to be used. It’s bogus, bullshit or boring. Transform your language and eradicate it completely. When customer
2014-06-01
Revenues, Opportunities, Process
Having spent the first 12 years of my career in marketing and then the next 16 in sales, and having worked at various companies, the ones that were the
2014-06-01
Leadership, Opportunities, Process
Everyone has heard the expression The Baker’s Dozen. That extra loaf above the dozen that seems to make the difference. In Sales never shoot for your
2014-06-01
Change, People, Process
Before you try and sell anything to anybody at any time, CONNECT first! Human beings are wired to need, and indeed thrive, on connection. It builds t
2014-05-01
Process, Miscellaneous
The world is becoming a smaller place; at least that’s how the saying goes. Today’s modern communication technologies are allowing us to connect wi
2014-05-01
Change, People, Process
Well they probably do! That’s the stark reality of it. In Sales, people continually try and buck the trend, go for the easy sell, or simply choose no
2014-04-01
Leadership, Time
You may not know that I am a big fan of Tim Ferris and his great book “The 4-Hour Workweek”. It really is incredible what can be achieved in just...
2014-03-01
Change, People, Opportunities
As a business, results-focussed, coach for Owners and Executives, I come across what I lovingly call “The Book of Excuses” on a daily basis. I have to
2014-03-01
Revenues, Opportunities, Process
As a Sales leader or Sales person, it is paramount to know your sales funnel inside out! Know what it is, what it was, and what you want it to become....
2014-02-01
Change, Leadership, People
Products are becoming more complex, services more demanding, timescales ever shortening, and pressure on Executive Teams at an all-time high! And it do
2014-01-01
Change, Leadership, Process
As we start another fresh, exciting and unknown year, business owners and executives will get together and discuss the upcoming year through various pl
2013-10-01
Leadership, Process
In the unwavering fight to meet or exceed company targets, Executives constantly struggle with the perennial question of “should I change my strategy o
2013-09-01
Leadership, Process, Time
Conventional wisdom suggests that decisions should be considered. They should be well thought out, based on clear thinking, use clear rationale and a