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Category Archives: Attitudes & Behaviours

Why you shouldn’t let rudeness lead to the ruination of business and sales

Rudeness-Is-the-Weak-Persons-Imitation-of-Strength

In the midst of the trend and hype of ‘customer centricity’, ‘the customer experience (CX)’, ‘customer excellence’ and other such terms it appears there is something amiss – the rise and rise of rudeness, incivility, disrespectful behaviour, and the trend of behaving badly at work. This is not a new phenomenon; however, it is reaching […]

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Is an Organic Growth Strategy a better way to go?

organic-growth

How do I grow my business? How do I get a better ROI? How do I get more profitable sales? How do I attract and convert more customer? These are some of questions entrepreneurs, business owners, CEOs and sales leaders ask on daily basis. And rightly so. We need to ask questions of ourselves and […]

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I’m really frustrated because we could all achieve magnificent sales results if only…

I-am-really-frustrated-because-we-could-al- achieve-magnificent-sales-results-if-only

I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a whim, my team and I study what is best practice and look to design, build and weave the various ingredients together to create cost effective, […]

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Professional Jealousy?

mark-twain-professional-jealousy

How those who shame others for selling themselves are the biggest losers Let’s begin with a story about an excellent scientist. Someone so passionate and competent about his subject area that he happily and productively spent years studying the topic, getting to know it deeply and how it affects the world; how it is part […]

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Back to sales basics

we-are-getting-back-to-basics

I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research as it helps me navigate my way around the present and into the future. However, I am finding there is so much to read, so […]

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The Flight to Ethical Selling – how the banks can avoid a royal commission

se-hear-speak-no-evil-the-flight-to-ethical-selling

Everybody lives by selling something and so it is true for the banks and financial services businesses; however, it seems that too many people in some divisions of some of the banking, financial planning and insurance institutions have confused ethical selling with unethical selling practices. Not all banks and financial institutions, mind you, but enough […]

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Why we can all benefit from thinking like a ‘freak’

Why-we-can-all-benefit-from-thinking-like-a-freak

Steven Levitt, the co-author of Freakonomics, SuperFreakonomics, Think like a Freak and When to Rob a Bank, defines thinking like a freak as: “…putting away your moral compass and not worrying about what the answer “should” be, but focusing on what the answer really is. It means thinking hard about causality. It means going beyond […]

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It’s time to be taken seriously – no more Harvey Weinsteins please

misogyny

In October 1983, I found myself in the clinical room of a middle aged medical doctor whom I was meeting for the first time. I was not a patient, I was a 21 year old medical sales representative doing her job. He was a doctor in my sales territory. I was new to professional selling. […]

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Don’t die wondering, the real secret to sales success – Part II of II: the person

knowledge-skills-mindset

How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is promising a silver bullet ‘if only you do this one thing’ which doesn’t help us at all? As I mentioned last week, the business of […]

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Don’t die wondering, the real secret to sales success – Part I of II: the business

purposeful sales system

I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits […]

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