Latest Blog Posts

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15th Jun 2016

Social selling is not a mysterious “snake oil” that one needs to be wary of. It is also not a magic bullet that instantly erases obstacles in the sales cycle. Instead it is a knowable, repeatable process that requires investment, training, patience and attention if it is going to pay off. For sales leaders, it is about designing a more proactive and creative approach to reaching new customer markets.

All selling is social. Always has been. Always will be.

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19th May 2016

The vast majority of people in management, bar military people that sign up to it, land in management roles because of their expertise in the area they work in. There is no evidence that they are predisposed to becoming an effective manager. For example, a finance person may become a financial director because they have a background in finance, they have their accountancy qualification, they’re good with numbers but there’s no evidence that they can manage a team of people.

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19th May 2016
A disclaimer first, I am passionate about coaching. I believe in its efficacy as a methodology for improved performance, leadership development and relationship management. Organisations do too!
Sales Funnel
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19th May 2016
Most entrepreneurs are in business for one reason – to make money. And to make more money and increase the amount of business you do, what do you need? More leads of course! I recently spoke to Business & Finance Magazine about how you can generate more leads, and more customers for your Business. Read on to find out how…
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20th Apr 2016

There are many mistakes made every day in businesses around the world. Mistakes are of course inevitable as a lot of these are made by human beings, but there are a number of mistakes that can be easily avoided with a small amount of commitment to change. Here are my top 5 productivity mistakes happening in today’s businesses.

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20th Apr 2016
It’s much easier to sell something to one of your existing customers than it is to sell to a brand-new prospect. The key reason for this is trust. When you’ve already sold something to someone, you’ve built trust. They gave you money, and in return you gave them a solution to their problem and hopefully now have a track record of delivering on your promises. Trust goes a long way but doesn’t mean they’ll automatically become repeat customers. Here are our three R’s to remember in order to create repeat customers from your past clients:
Panic Button
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20th Apr 2016
One of the most common struggles people have in life is speaking in public. From a personal perspective, it can be sometimes easy to wiggle out of these stressful scenarios. Sooner or later from a professional context, avoiding a presentation at work or leaving it until the last minute can start to impact your career or work life.
Cartoon: "Frankly, I do not remember why I called this meeting"
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20th Apr 2016

When the New Year began many of us committed to being more organised and structured at work. We made great efforts to tidy our desks and eliminate the clutter we’d magically accumulated. We committed to using our calendars more effectively and to prioritising tasks and actions. This is all good and indeed necessary. Now it’s time to expand our focus and consider additional actions to assist us in becoming more effective and efficient.

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1st Mar 2016
Working with managers at different levels and in many industries, I consistently get asked various questions on how to manage better. One that surfaces most often, especially in large organisations is “ How can I trust my team to do the job in the way it needs to be done?”.
STOP Selling To Your Prospects – Help Them To Buy!
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29th Feb 2016
There is nothing more frustrating than a sales person trying to sell you something you don’t want! Don’t you agree? If a prospective customer gives you a call, drops you an email or visits your store they are interested in your product or service. If they don’t make a purchase something has gone wrong in your sales process. And more often than not, the problem is that you have not uncovered your potential customer’s true needs.

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