Are you curious as to what it is that separates the exceptional performers, whether they be in business, sport, or entertainment, from their competitors? Many point to talent as being a key reason.

Working in sales for over 20 years, I was staggered at the number of sales managers and teams that would frown upon failure - to the point where sales people would do whatever they could to avoid maki

I often talk about sales being the ultimate form of service, and irrespective of whether we have a sales role or not, we are all in sales. Unfortunately though, many sales people have a poor reputatio

If there is one thing that has come out of the last 3 years, it is that the world feels a lot smaller. The sheer volume of news and information being front of mind globally has been almost unlike a

I share with groups all the time that irrespective of the position or the organisation, every single person is in sales, whether we like it or not. Whether we are selling a product, a service or an id

As sales leaders, we all want to increase our level of influence - people in the team, our peers, key partners, customers and certainly senior executives. Interestingly, many believe the way to do tha

Over 100 years ago, James Allen wrote the incredible book As A Man Thinketh and in it he described the principle that we become who we think about. It was perhaps one of the first personal developme

In working with sales leaders and their teams, I am constantly fascinated by what separates the average performers from the exceptional performers, especially when it appears, on the surface at least,

In many organisations, high performing sales people are often gifted with sales leadership responsibility based on their level of performance and level of potential - they sit in the top right quadr

One of the key challenges for sales leaders and their organisations is being able to identify their key market differentiation, what makes them unique, and then identifying how to exploit that differe