Not Quite An Epiphany Of “Damascus Highway” Proportions, But Nevertheless ....
March 18, 2010, 4:35 AM
When a colleague loaned me Stephen Covey’s “The Seven Habits Of Highly Successful People” many years ago, it took me about three months to get round to reading it – I now realise that I wasted those three months! In ...

Selling Is the Key Factor in the Total Marketing Process
March 16, 2010, 7:35 AM
The fact remains that anyone who is in business has to sell themselves and their products - and the so called "Captains of Industry" - Branson, Roddick, Marshall, Hanson, Gates, Dell and Co. are thought the best salespeople in the ...

Oh No, Not Another B****y Sales Meeting
March 09, 2010, 6:00 AM
I don’t know about you, but as a young sales professional – yes, that was an awfully long time ago – I used to dread sales meetings. Typically, they were boring, uninspiring and a total waste of my precious selling ...

When It Comes To Leadership, The Lone Ranger Is Dead
March 01, 2010, 3:40 PM
“The Lone Ranger is dead. Instead of the individual problem-solver, we have a new model for creative achievement. People like Steve Jobs or Walt Disney headed groups and found their own greatness in them”.

How Good Is Your Sales Team When Benchmarked Against The Best In Your Industry?
February 28, 2010, 5:55 AM
Are you able to measure the impact of any investment you have made in training and developing the team in recent years? – i.e. what return have you seen on that investment?

Keep The Complaints Coming - Please!
February 20, 2010, 8:05 AM
It is said that 91% of people don’t complain. They prefer to obtain their revenge by not buying from a business that has given them an inferior product or a poor service.

Customer Focus Creates Competitive Advantage
February 18, 2010, 6:45 AM
Beyond a superficial reading of immediate customer needs, salespeople must gain a deeper understanding of both the buyer’s long-term goals and the overall business climate ...

Coaching: Not Just a Remedial Solution
February 11, 2010, 2:50 AM
Executives who balk at taking "the journey of self development" could soon find themselves isolated and lesser leaders than many of their contemporaries.

Can Gen X, Gen Y, and Baby Boomers Co-Exist? – The Debate Rages
February 07, 2010, 3:40 AM
Gen X and Gen Y have leveraged the technology, but didn’t invent it. So there are some fundamental disconnects when discussing depth of understanding. They know how to do it, but don’t know why it’s done that way.

Creating Superior Sales Managers with Coaching
February 06, 2010, 4:15 AM
Most sales and executive leadership programs are too general to provide opportunities for intensive, personalized work on self-development. Coaching, by contrast, enables individuals to gain insight into their own motives, interests, and concerns.