In the early stages of a sales call you might well be faced with someone who appears uninterested in what you have to offer, usually they...

How remote are your remote team? How often do they see their teammates face to face? How often do they interact virtually? And if the...

The fortune cookie is a tad contentions this week - agree?

A friend of mine - actually the oldest person I'm friends with - he's well into his 80s - is a retired pilot of a major airline. He first...

Always start your sales meetings with a statement of how you understand what the customer is trying to accomplish. Be explicit and ask...

I've previously written that job descriptions are almost always out of date as soon as they are written. And if you're already in a role,...

The fortune cookie is well read! I had to look up what the Tao is. "The Tao is the natural way of the universe, whose character one's...

is a book I'm reading by Hannah Jane Parkinson. In just 235 pages she takes you from the perfect dressing gown and kissing to private...

Need to generate new or fresh ideas about a project, product or situation? Thinking different can be a challenge for a team so this...

I hired a taxi for a few hours during a long layover in Bombay many years ago. And in that time my driver, Habib, taught me a lesson...

Are you listening?

I once went to a conference on luxury. The keynote speaker was the APAC head of Rolls Royce Motor Cars To begin he shared a beautifully...

In my first sales training class I discovered open and closed questions and the purposes they can be put to. Subsequently this was refined...

What do you set your reminders for? Paying the bills Attend a meeting Submit that report Review your pipeline against target Call a...

At this Equinox... make it happen!

About 50 kilometers north west of Newcastle on Tyne on the edge of the Northumberland National Park, this corner of the world is a place...

Sales calls are not easy to get and making the best of them is crucial to a quota closing year. Starting strong is the best advice I've...

When leaders learn how to coach in the flow of work they often struggle with giving answers to direct questions from their teams. Here is...

Very Kung Fu Panda. but good advice nevertheless!

Reviewing both my LinkedIn messages and junk mail folder something bothered me. It took me a while to finally notice... but I have...