How Not to Run Your Sales Team: A Contrarian Approach
Few sales teams function as a team. Instead, their members are pitted against one another. The enemy is not outside, but within, cooperation stops and could be described as putting a can of Coke in every six-pack of Peps
Read moreWhat Should You Read?
You already know that leaders are readers. Not only is it something that you can’t avoid, it’s unimaginable that you’d even think about doing so. No one, not even you, has a corner on good ideas.
Read moreManaging the Minutiae
Prepare yourself for a shocking, yet true, statement: Most of your time and energy is consumed by things that don’t matter much, if at all. Some research suggests 49% of our time is used up on tasks unrelated to our go
Read moreGetting Prospects to Sell Themselves
When a pitch to a prospect starts to go wrong, most sales people over-react. They point out the features and benefits again or make even more concessions. They do the opposite of what they should do and things only get w
Read moreWhat It’s Like for the Newly Appointed Manager
All newly appointed managers experience fears and expectations. It doesn’t matter if it’s their first management position or the next one in a string of them; these things will be shared by all.
Read moreChange Leadership
Lest there be any confusion, let’s make sure we’re on the same page: Leadership, by definition, means that you have followers. If no one is following you, then you’re not leading.
Read moreRegaining a Place of Trust
The third in our Trusted Advisor series, we focus on how you can regain your place of trust. If you had it once, and you want to get it back, how do you go about doing so?
Read moreSpot the Lie
Among the top problems which sales people experience is knowing when someone is telling the truth; whether the prospect likes you, your product or service, understands your offer, or is telling you porky-pies. How might
Read moreNot on My Desk
You know the neighbourhood mantra. Maybe you’ve even said it yourself: “NIMBY – Not in my back yard.” Here’s a variation on that. “NOMD - Not on my desk! It’s not my responsibility. Don’t look at me guv�
Read moreKeeping It in the Family
It can be heart-breaking to put your life into a business – start it from scratch, nurture it, build it up, only to find when you want to retire that you have to sell it, or worse – close it down.
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