The combination of an increase in the use of technological and social media such as Facebook, LinkedIn, Wayne etc. coupled with the proliferation of data these systems generate – all…
Joel Barker, a Futurist, has been a favourite thinker of mine for many years. His way of seeing the world with new eyes, his openness to possibility has inspired me…
This year I am celebrating ‘Clarity’ as my cornerstone in business. I believe Clarity is the most important idea in any business. Vision, strategy, purpose, product, plans, people and all…
There is an old saying “assume makes an ASS out of U and ME” and for good reason. Too often sales people find themselves jumping in too soon, offering premature…
After over 4300 shows in 25 years, Oprah’s final show aired recently where she mentioned that of more than 30,000 people she has interviewed, they all had one thing in…
It didn’t surprise me one little bit when I read an article in the Australian Financial Review on 9 June 2011, titled ‘Big Banks deluded about small business’. The article…
‘Should I sell and distribute my own products or another company’s products?’ This is the question I really needed to answer back in 1995 and should have answered by 1999…
Whada ya rates? ‘Cos I’m a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal” This is an…
Sound familiar? A ‘good’, maybe even ‘great’, salesperson is recruited and hits the ground running, kicking sales goals in the new role, however within a short space of time they…
When I consider how I spend my time professionally, I find it is often devoted to demystifying two things: 1. What is ‘good’ selling? 2. The proper use of psychometric…
New Article Email Notification