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,
2016-04-01
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
2016-02-01
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
2015-09-01
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
2015-02-01
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...
2014-09-01
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
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
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
2014-03-01
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
2014-02-01
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
2013-04-01
Leadership, People, Miscellaneous
au·then·tic·i·ty (ô th n-t s -t ). n. The quality or condition of being authentic, trustworthy, or genuine. Every working day we are involved in nume
2013-02-01
Leadership, People, Miscellaneous
Have you ever walked back to your office after a meeting and thought to yourself, “What a waste of time!” Through the course of our professional lives
