Thought Leadership

Get Your Hustle On

Smart people in sales are a problem. They have expansive brains, intellectual curiousity and strategic depth. ...

The Hard And Soft Of Presenting

It is so easy to become “Johnny One Note” when presenting. We get locked into a modality of voice and body lan...

How To Cold Call

Cold calling is an unheralded intervention into someone's already packed schedule. They are distracted by the...

The Details Can Derail You

“The Devil Is In The Detail” saying, reflects ancient wisdom about taking careful notice of small things. The...

The Professional's Guide To Presentation Rehearsal

Every performance is better when practiced beforehand and presenting is no different. We don’t do it for a mu...

Productivity Lapses In Japan

Brace yourself for taking some big hits in Japan. Speed, attention to detail, output, results will fall off a...

You Need Pain In Sales

When you contemplate this title you are probably thinking about heroic sales efforts, massive privations, sacr...

Really Sad Questions From Salespeople

Three woeful contributions from salespeople include "we have this widget", "you should have it?" and "we can d...

Setting Your Team Up For Success

Beginnings are important in business. It might be the start of a new calendar year, a new financial year or th...

How To Work The Room When Presenting

Getting up in front of people is confronting for a lot of speakers. Beady eyes are boring into you, a sea of ...

Defending Your Price

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone else...

Switching Your Mindset About Putting Things Off

We know we should do that project or piece of work but we resist. We may even be bold and get it into our To ...

Be Clear Or Be A Disaster

Most talks and presentations we hear, we cannot recall. Why is that? We were there presumably because we had a...

Sales Skills Or Boozing Skills

A LinkedIn post I read recorded how an American sales guy got off the booze and the client entertainment rat r...

Your Efficiency Is A Mirage

The disappearance of Executive Assistants and Secretaries reflects the dominance of the keyboard and a DIY app...

Know Your Target

I was at a speech recently, given by a very prominent person, an extremely experienced speaker, to a very pres...

Pushy Or Prescient

Pushy salespeople are very, very annoying. They try to bug you into buying and we really don’t like it. We may...

Getting To Great Ideas

We find it frustrating when we have good ideas or suggestions but all we receive is rejection or even worse cr...

The Influencer's Secret Playbook

Don’t think of a pink elephant. Did you think of one when you read that sentence? It shows how easily we can w...

Follow Up Sales Hell

Time is of the essence. Patience is a virtue. Worthy aims but sometimes we mix these aspirations up in sales. ...