When it comes to selling, many salespeople (and sales leaders!) focus much of their attention on the sales techniques, the sales process, and the sales competencies. In other words, the 'doing'. Whils

If we analyse highly successful sales people, irrespective of the industry they operate in, they have a few things in common. They will possess a will to win, to serve, they are tenacious, have tremen

When it comes to business to business negotiations, many organisations talk a good game around seeking to drive mutual value, of trying to drive win-win outcomes, and yet when in the negotiation itsel

In working with leaders for nearly 10 years, there is one key common element that many people are searching for from their leaders, and that is certainty. Despite what may be happening in the external

When it comes to selling, many salespeople lead with their product or service, and seek to 'retro fit' this into a perceived need or in some cases a created need. Whilst this can generate results for

A great privilege of hosting a podcast is the opportunity to speak with incredible people with very different backgrounds, but all following their own Hero's Journey. And what is fascinating is that t

Many sales people, as well as sales leaders, treat the role of sales as a 'job', rather than a profession. As a result, it can be quite difficult to drive exceptional and sustainable results. It is th

One of the great privileges of hosting a podcast is the opportunity to speak with highly successful, value driven and ethical business people and leaders. People who are driving value in the businesse

In today's episode, I have the privilege of speaking with Wes Schaeffer, The Sales Whisperer. From a career in the military, to then moving into commission sales, then high tech sales, and today, now

Irrespective of whether you are part of a large enterprise, a small medium business, or even a solopreneur, the key to sustainable success is building a high performing sales engine. A sales engine th