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The Best Salespeople – Are They Born or Made?
There have been about 2,000 studies carried out over the past 30 years in almost every industry to see whether the top sales people are born, i.e. they have an..
10 Smart Ways to 'Change the Game' and Accelerate Growth
Ashmei is changing the game of sportswear. The small Aylesbury-based company, with an interesting Chinese name, designs sportswear, assembled from the most..
Is Your Competitive Advantage a Hit, Myth, or Somewhere in Between?
A recent Vistage Open Day in Manchester proved thought provoking, invigorating and inspired some of us into action. Jaynie Smith opened her session by asking..
Are you a little bit Nokia?
I remember, not that long ago, if you were flying just about anywhere in the world, after landing there would be an outbreak of Nokia ringtones going off..
Successful Selling is a Science, not a Dark Art
Sales are core to any business. If you don’t sell you don’t have a business. Successful selling is like any other career, it can be scientifically learnt;..
How Business Leaders Can Empower Their Sales People
As eloquently described in Daniel Pink’s seminal book ‘Drive’ to maximise personal motivation three key elements need to be in place: Autonomy, Purpose and..
Advanced Negotiation Skills (4): Dealing with Deadlock
Deadlock is many negotiators’ worst nightmare. It happens where there may well be a deal to be done but neither side seems willing to move towards the other in..
95% of Companies Get Their Value Proposition Wrong - How Does Yours Compare?
95% of all companies do not even know what their competitive advantages are. Much less are able to communicate a clear reason for why customers should choose..
Why is Truth Always the First Casualty of Business?
The truth is that truth is a very rare commodity in business. Would you agree that nobody tells the absolute truth in business? Would you agree that there is..
Advanced Negotiation Skills (3): Reading Between the Lines
Experienced negotiators know that there is a special ‘language’ for negotiating. It could be very abrasive, perhaps designed to destabilise the other side; or..