Love it or hate it, prospecting has become essential to sales success. You’ve probably heard the saying, “all boats float on a rising tide.” This couldn’t be more relevant in today’s market.
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Albert Einstein once said, “Things should be made as simple as possible, but not simpler”. He was a genius at simplexity*. He boiled the whole theory of relativity into one simple equation: E = MC².
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Forget the advice about just playing to your strengths. In the world of sales, that approach leads to mediocrity. Your success hinges on your weakest link and if that link breaks, you're out of the game.
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Your process determines your profits. A customised sales process will give your people confidence, increase conversions, improve consistency and enhance customers’ experience.
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If you are in a leadership or sales role, a big chunk of your time is spent influencing people to make a change, which goes against people's instincts. This article explores why we resist change and how to make yes the new normal.
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Our minds are conditioned to stop us when we are at 40% of our limit. Whether you are running a marathon, writing a book or going about your day to day work, your brain will tell you that you are at 100% when you are only at 40%.
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As leaders, we often have to believe in our people before our people will believe in themselves. This article explores how we can see the potential in our people and empower them to see it too.
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Great leaders are able to tap into the inherent potential of their people. This article explores the idea that the potential is already there, we just need effective methods to turn potential into performance.
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In the last two years, many of us have faced significant challenges. This is a reminder that these can turn us into the champions we were born to be.
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The best leaders I know are great salespeople. They are fantastic at selling their vision, ideas, strategies and projects and getting buy-in from others.
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We all have good intentions to make changes, yet often we get in our own way. We can make change stick by hacking ourselves.
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I’m a big fan of planning. However, sometimes we can spend too much time planning when we need to just get on with it and do something.
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With the world moving so fast around us, if we stay in our comfort zone and don’t grow, we will fall behind.
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Do you know the fable of the hare and the tortoise? Here’s my spin on why the tortoise has the winning strategy...
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In the face of massive disruption, we have two choices. It’s the one that is tough to make that will lead us to new heights.
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Cash is to business what water is to people. We need it to survive. Being in a recession is like being in a drought.
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If you are up for a big 2020, then you need to go all-in. Here’s my comical take on what it takes to commit yourself 100%...
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Here’s how to get out of the Dickhead Zone as quickly as possible and become a Good Buggar again.
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Want to be at the top of your game? Check out this powerful performance principle employed by the All Blacks.
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Have you ever heard of a babel fish? If not, check out this article for my spin on an old sales classic.
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