What is the difference between Generosity and Reciprocity and why does this matter? In simple terms and for the purposes of our work in sales and business, and maybe life…
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Back in 2012, I wrote the article – Are you really listening or just waiting to speak – which resonates with salespeople and leaders and gets them thinking about how…
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A key to a successful customer experience is to enter client interactions with an open mind and an open heart ready to listen to, understand, and help the other person.…
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Four months into the pandemic, I wrote about lessons that I was learning about myself as a leader, and my business. Like for so many people, lessons keep revealing themselves…
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Will selling remotely become the norm post COVID-19 for B2B and Complex B2C field sales teams? The early signs say ‘yes’, but let’s take a closer look at what’s happening.…
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No more waiting… It’s time to look ahead. It’s time to get selling. This headline may seem insensitive to some people. ‘It’s too soon’ I hear some people saying. It…
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In HR you support “pilots and crews” to help them run smooth operations. When a crisis like this one hits out of the blue, and sales and service operations are…
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Do you remember the plane that landed on the Hudson River in New York City in 2009? Your business might not have been struck directly – like Captain Sullenberger’s plane…
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Your business might not have been struck directly – like Captain Sullenberger’s plane was hit by a flock of geese - but the fallout of the COVID-19 crisis has hit…
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Organisations can only exist when there is an active system of communication between parties that creates the scaffolding of relationship dynamics. Without communication and relationships, organisations are hollow, empty. And…
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