2018-05-20
Sales Wisdom, Change, Leadership, Process, Time
Coaching Note: The SPA Method
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 ...
2017-11-01
Leadership, Revenues, Opportunities
How successful could your company really be?
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 b...
2017-10-01
Change, People
Change & The Flying Scotsman
Rapid business change is more evident than ever. Competition constantly increasing, new disruptive technologies being rapidly deployed, and good in...
2016-07-01
Change, People
Habits and Hyper-Performance
In my previously published book “The 6 Sales Habits”, I talk about the incredible importance high-performing sales professionals place on identifyi...
2016-06-01
Leadership, Process
Leadership 101 - Don't Plan Alone
Having been in Executive leadership and sales management for many years, I was quite accustomed to someone higher up asking for more of something. ...
2016-05-01
Leadership, Time
What Can an Executive Achieve in One Minute?
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 4...
2016-04-01
People, Process
How to Repair a Customer Relationship
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 yo...
2016-03-01
Change, Leadership, Process
How to Save an Ailing Company
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...
2016-02-01
Change, People, Process
Keeping Your Business Resolutions Alive
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 ex...
2015-12-01
Leadership, Process
When Not Having a Strategy is OK
As a person develops their career from a junior position right through to Executive Management, one of the key requirements and differentiators as ...
2015-11-01
Change, Process, Time
Who's Got Time for Time Management
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 y...
2015-10-01
Change, Leadership, Revenues
Smashing the Glass Ceiling of Performance
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. ...
2015-09-01
Leadership, People, Revenues
Who is Your Chief Sales Officer?
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 quest...
2015-08-01
People, Opportunities, Process
Pre-Sales, Post-Sales and the Bit In-Between
The game of sales can indeed be a complex one. With rampant competition in many sectors, game-changing technologies more commonplace, and sharehold...
2015-07-01
Leadership, Opportunities, Process
How to Successfully Partner with Partners
In the complex world of business, with so much interaction, specialization and expertise necessary, companies often have to embrace working with ou...
2015-06-01
Change, Leadership
When the Worst Happens Here's What You Can Do
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 ...
2015-05-01
Leadership, Opportunities, Process
Leverage and the Science of Business Acceleration
I am very fortunate to coach some amazing Executives and companies who have a desire to dramatically accelerate their business. Of course every sit...
2015-04-01
Change, Revenues, Process
CRM Systems - Should you Believe the Hype?
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 in...
2015-03-01
Leadership, Process
Leadership 101: Don't Plan Alone
Having been in Executive leadership and sales management for many years, I was quite accustomed to someone higher up asking for more of something. ...
2015-02-01
Change, People, Process
Human Brains vs. Computers - Which to Choose?
Computers are more reliable, cheaper, require less attention, and you can leave them working overnight without HR asking why you are working them s...
2015-01-01
Change, Leadership, People
Coaching's All The Rage But Is It Really Worth It?
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!...
2014-12-01
Leadership, People, Process
The H2 Advantage - Habits & Hyper-Performance
In my recently published book “The 6 Sales Habits”, I talk about the incredible importance high-performing sales professionals place on identifying...
2014-11-01
Change, People
Squashing the Know-Do Gap
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 s...
2014-11-01
Revenues, Opportunities, Time
You Lose The Game in 1 Second
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 diff...
2014-10-01
Leadership, Revenues, Opportunities
The Crown Jewels of Your Business
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 b...
2014-09-01
Leadership, People
The Holistic Executive. Is This You?
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 ...
2014-09-01
Leadership, People, Opportunities
Make Someone Else Successful!
Want to become successful quickly? Then make other people successful first! This might sound counter-intuitive, but one of the great laws of the u...
2014-08-01
Change, Leadership, People
Calling the Harbinger of Change
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 13 years ...
2014-08-01
People, Time
Tired and Wired!
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...
2014-07-01
Leadership, People, Opportunities
How to Win a Business Argument
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 h...
2014-07-01
Leadership, People, Process
Suited and Booted!
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...
2014-07-01
Change, People, Miscellaneous
Beware of the BUT Law!
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 cust...
2014-06-01
Revenues, Opportunities, Process
What’s Better – Selling or Marketing?
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...
2014-06-01
Leadership, Opportunities, Process
SHOOT for the Baker's Dozen
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 ...
2014-06-01
Change, People, Process
How to Connect with People Quickly
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 buil...