My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and…
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Today it happens it is the same to be decent or a traitor To be an ignorant, wise, a pickpocket, a generous person or a swindler All is the same,…
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I want you to imagine that you are a 24 year old graduate going for job interviews. In this instance, you are being interviewed by a multinational who takes you…
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In recent months, I have deliberately chosen to start each week by writing down this statement: 'Be open to great opportunities' This statement appears at the top of my To…
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Have you ever tried to persuade someone about the merits of a new idea, service or initiative? Most surely you have. Countless times. People do this all the time, since…
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Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s…
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In the midst of the trend and hype of ‘customer centricity’, ‘the customer experience (CX)’, ‘customer excellence’ and other such terms it appears there is something amiss – the rise…
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How those who shame others for selling themselves are the biggest losers Let’s begin with a story about an excellent scientist. Someone so passionate and competent about his subject area…
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In October 1983, I found myself in the clinical room of a middle aged medical doctor whom I was meeting for the first time. I was not a patient, I…
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How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is…
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