We are almost into the final “selling phase” of 2015 and, at this time of the year, I always urge a total focus on “closable opportunities” for a really big finish. It takes courage, and a real sense of realism to focus in on what is probable – not just possible. This is not a […]
The Importance of Stakeholder Management
The more successful you are as a Sales Leader means that your sales strategies will affect more and more people. The more people you affect, the more likely it is that your actions will impact people who have power and influence over changes that you are seeking to implement. These people could be strong supporters […]
The Essence of Effective Leadership
Last week, I led a leadership workshop for a group of senior executives, employed by one of the world’s largest airlines: During an open session on the second day, I was asked by one of the delegates – who is responsible for coaching the next wave of leaders – if I could encapsulate all of my advice in […]
Genuine Leader or Mere Manager – Which Are You? Let’s Find Out …
“There is a difference between leadership and management. Leadership is of the spirit, management is of the mind. Managers are necessary, but leaders are essential. We must find managers who are not only skilled organizers, but inspired and inspiring leaders.” Field Marshall Slim You can buy someone’s physical presence, but you cannot buy loyalty, enthusiasm […]
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