The Butterfly Effect
In 1963, meteorologist Edward Lorenz made a stunning discovery that changed the way we view the universe. For years, people believed that the universe operated like a machine where causes had corresponding effects. This idea is commonly referred to as "cause and...
If Media Companies Can Do it- Why can’t you?
A Valuable Lesson. I learned many valuable lessons throughout my 30 years of selling advertising to companies of all sizes. I began as a door-to-door stationary salesperson in Sydney, selling everything from pencils to exercise books. I then started selling carpet...
Seeking Motivation: How a Visit to the Library Can Change Your Life
Seeking Motivation: How a Visit to the Library Can Change Your Life We all need a little motivation from time to time, and sometimes it can come from the most unexpected places. One person who knows this better than anyone is Og Manadio, the famous author of the book...
How To Avoid The Biggest Mistake 90% Of Your Competitors Are Making Right Now.
Be confident when you are talking to your customers. In addition, don't be the first to talk about the market, the bad news. Why? Because you are confident that things will get better. Letting your customers bring up their concerns is the door for you to discuss what...
Trust- The new Currency in Sales.
Trust Manifesto You are only ever Selling Yourself!“You want a course on selling? I'll give you a course on selling. Do you know what you sell? Only one thing. You, you only sell you.* You don't sell products, you don't sell services. You don't sell products or...
Three Important Hoops to Put in Play When You Hire Your Next Salesperson
If you've read my last few posts. You'll see that I've been discussing the mistakes business owners make ( I have made every one of them- no kidding!) when it comes to getting the right salesperson on your team. I want to give you as much value as possible, so here...
“Got a Minute” Meetings
This is not original, but I thought it might be helpful for all those sales managers who get interruptions every minute of the day. It’s called “got a minute” meetings, I learned it from Chet Holmes’ book, The Ultimate Sales Machine. I was reminded the other day by a...
£25 and a Dream- Kiwis blazing the trail
£25 and a Dream Down under the under, a term I used to tell my American clients to describe where New Zealand was to Australia. This time of year is a chance to reflect on the year thus far. It's a chance to reflect on what makes this part of the world special. And...
Are you attractive enough?
“Prettiness is lent to you by youth; attractiveness is purchased with experience.”― C.M. Waggoner. Motivating people to negotiate can be a complex process, but understanding what drives them is essential to building a successful sales strategy. One key factor to...
“Unless commitment is made, there are only promises and hopes; but no plans.” – Peter F. Drucker
As the year unfolds, it's important to think about creating new habits and rituals for your sales team. Sales meetings can be time-consuming and unproductive if not run effectively, but by implementing a few simple guidelines, you can make them more productive and...