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Starman Collaboration: Finding Magic in Togetherness the Bowie Way

By / / Collaboration, Human-centred, Leadership, Neuroscience, Teamwork, Value Based Selling

In 30 seconds

Welcome to the first article in our Rebel Rebel series exploring how to lead, sell, co-create and collaborate the Bowie way. When one of our tech security clients won a multimillion-dollar contract, the real moment of truth came after. Their new client called, unprompted: “You weren’t the cheapest, but you listened. You understood us, found shared values, and built real trust. No one else did that.” That feedback meant more than the deal. It captured the power of collaboration, psychological safety, deep listening, and co-creation, hallmarks of Bowie’s collaborative genius. Because in today’s world, success isn’t just about …

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Lessons from Introverts on how to be better salespeople

By / / Attitudes & Behaviours, Brain Science, Neuroscience, Sales Culture, Sales Talent

Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical thinking, problem solving, their deep knowledge base, among other things. I also referred briefly to the traits of introverts, ambiverts and extroverts.

As mentioned it has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly, and all that.

However, the qualities of introversion and ambiversion are proving, in some or …

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The power of language and intent in Sales & Coaching

By / / Attitudes & Behaviours, Brain Science, Coaching, Communication, Neuroscience, Sales Coaching, Sales Culture, Sales Leadership, Sales Management, Sales Psychology

For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales Process, their version of ‘the way we sell around here’. It’s been pretty exciting and extremely well received. Why? The language we are using is clear, simple, strong and positive. Our intent is purposeful and inspiring. There is a compelling reason to want to be a part of this new era. People can see a clear pathway forward.

Part of this sales strategy and sales process roll out …

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Sales Trend 8 – Unearthing the Real Neuroscience in Sales – We cannot read minds yet

By / / Attitudes & Behaviours, Neuroscience, Neuroscience in Sales, Sales Trends

Sales Trend 8 of Barrett’s 12 Sales Trends for 2015 is about “neuroselling”.

Recently, there has been a shift from economic models to emotion-based or psychological models of selling. The shift to emotional, psychological, and scientific models has been occurring across other areas of business for many years, so it comes as no surprise that it is now happening in sales. However, rather than talking about emotion-based models, people are jumping straight to scientific terminology and talking about using neuroscience in sales.

Cognitive neuroscience (a branch of neuroscience, which is the study of the nervous system as a whole) …

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It’s HOW you think, not WHAT you think

By / / Attitudes & Behaviours, Coaching, Neuroscience, Neuroscience in Sales, Sales Coaching

What type of salespeople do you want on your team? What type of salesperson do you want to be?

Do you want salespeople who do as they are told or salespeople who think for themselves about possibility, finding new opportunities, looking at different ways to address problems that are still effective, if not more profitable than the current ways, etc.?

We cannot deny that we live in a complex world where outputs are often unpredictable. I hear sales leaders crying out for ‘smart intelligent’ salespeople.  And I know customers want to engage with …

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Empathy – The New Sales Edge

By / / Attitudes & Behaviours, Brain Science, Complex Selling & Transactional Selling, Emotional Intelligence, Life Skills, Mindful selling, Neuroscience, Sales Psychology

Late last year we published the 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December.  Over the year we will delve a little deeper into each sales trend.  To kick off the New Year we will focus on the Sales Trend Empathy.

This sales trend is seeing smart businesses making it a priority to redress the balance and develop our brains’ Interpersonal sensitivities: our empathetic side to take into account the needs of others as well …

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The Sales Brain – using neuroscience to sell

By / / Attitudes & Behaviours, Brain Science, Neuroscience, Neuroscience in Sales, Resilience, Sales Psychology

The science is clear, our success resides in how we use our brains – our brains can continue to learn, grow and adapt until the day we die. In 2012 and beyond we are seeing neuroscience and neuropsychology become the topics du jour for sales teams.  Learning how to train and in many instances, retrain our brains to incorporate effective thinking and habits will see brain smart sales teams forging new neural pathways leading to greater sales success.  ‘The Sales Brain – using neuroscience to sell’ was voted the …

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Watch who you let near your mind…again!

By / / Attitudes & Behaviours, Brain Science, Brand & Reputation, Ethics & Values, Life Skills, Neuroscience, Sales Psychology

In early 2008, as the GFC (Global Financial Crisis) loomed, I wrote ‘Watch who you let near your mind’. This was a timely reminder about the importance of maintaining a healthy mindset, looking for the facts for an accurate read on what is happening in the market place so you can make wise decisions. It served to warn about falling into the trap of relying on innuendo, hearsay and group think to define your future success. Guess what? I find myself again talking about the same issue in 2012, even …

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What’s influencing your customers’ buying decisions?

By / / Attitudes & Behaviours, Brain Science, Communication, Customer Service, Education in Sales, Neuroscience, Sales Psychology, Sales Results, Sales Strategy, Strategy

Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are not. Factors such as bad experiences with retailers and intermediaries, mediocre service levels, the increasing number of competitors with similar products and brands, cheaper pricing are just some of the causes. The tricky global situation is also creating a more conservative spending climate where saving is now the prevailing consumer mindset. With all of this how do we influence our customers so that they want to buy from us? How …

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How Meditation Can Make You a Better Salesperson

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Life Skills, Neuroscience, Neuroscience in Sales, Resilience, Sales Psychology, Sales Results, Self Development, Success, Wellbeing

In this increasingly complex world emotions such as empathy, compassion and benevolence are emerging as critical qualities of highly successful people, teams, companies and communities. Even in the highly competitive world of business and selling, those sales people and leaders who are able to incorporate these qualities into their daily work and personal lives are finding greater levels of success. This is coming in the form of better sales results and healthier, more prosperous client …

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