Scientifically speaking, it is not only more likely that you will be pitching to a pessimist, but people are motivated twice as much by the fear of loss than by…
The Massive Shift in Sales Culture
There’s a new trend in selling that takes its name from the tools and methods driving it. Sales 2.0 has its roots in the Web 2.0 movement and is making…
8 Questions to Assess Your Sales Organisation
It’s time that CEOs focus on sales strategy and effectiveness. These questions require serious consideration. My colleagues and I are in the process of surveying about 50 CEOs of companies…
Going With Your Gut?
The collapse of global financial markets taught us, among many other things, about greed, the lack of systemic controls and the extent to which the human decision-making process can be…
The New Core Competency for Growth-Minded Companies
Are you sure that you’re providing the value your customers bought into? Even if your answer is an emphatic yes, you might want to take a closer look into your…
Find Your Meaning and Mojo
State of mind might seem like a ‘soft issue’, but part of the sales leader’s role is to motivate the team and keep them upbeat, positive and focused on success…
Beauty Pays Off
It hurts to be beautiful, according to the age-old cliché. Yeah, right. We live in a culture consumed by image. The plastic surgery industry promotes superficial notions of beauty; reality…
Test Your Political Skill
Political skill is the ability to understand others at work and to use that knowledge to influence others to act in ways that enhance one’s personal or organisational objectives. Since…
Five Rules of Improv for Sellers
“Improvisation is too good to leave to chance.” Paul Simon Ever marveled at how skillfully Improv performers respond to the seemingly unrelated suggestions thrown at them? There is no script,…
Your People Are Your Only Asset
You’ve heard it said a million times: “Our people are our greatest asset.” You may be guilty of saying it yourself a time or two. It sounds really good, too.…