This is a question that I am asked so often, and my response is always the same... I describe the “Running Away” personality and the “Running Towards” … [Read more...]
Why Selling is Both an Art & a Science
The dichotomy facing sales leaders today, is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in … [Read more...]
Are You Up to the Challenge of Change?
Becoming a strategic and consultative Sales Superstar requires significant changes in your “world view” - how you think about yourself, and how you think about … [Read more...]
Lead Generation and the Use of “Pareto Thinking”
Use of “Pareto Thinking” is highly relevant and important when applied to sales people. For example, 20% of a sales person’s activities will create 80% of sales … [Read more...]
Why So Many Salespeople Are Failing So Badly …
Unlike most other professions, there are no qualifications required to become a professional salesman or woman: I find that very disappointing, and I am also … [Read more...]
You Are a “Generalist” – Unless of Course You Are a “Specialist?”
I have been thinking a lot about this recently - the differences between so called "specialists" and the alternative, which must logically be … [Read more...]
Don’t Just “Work Smart” – Work Smart On The Right Things
In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that 20 % of … [Read more...]
Successful Leaders Are Not Afraid to Leave Their Comfort Zone
"Prince Rabadash's army lay close behind them, Anvard ahead. If they did not reach Anvard before Rabadash and his horde, their journey, their entire lives, … [Read more...]
Truly Successful People Continually Challenge Paradigms
One of the key tasks of a sales manager is to continually seek ways to improve the manner in which their team operates – constantly challenging paradigms and … [Read more...]
Managing Is All About Motivating
It is a fact that we as managers should accept – our people perform better when they feel positive about their job. In my view, we absolutely must: … [Read more...]