Whilst the vast majority understand the importance of clarity in communication, I'm still amazed at how many people cause confusion through the inability to create that clarity. In sales, we understan

I often ask leaders why they are in a leadership position. The answer to that question will very often indicate their frame of reference and how successful they will be. Many jump into a leadership ro

It is amazing how events happen and situations present themselves to test attitude. And I have certainly been tested over the last 24 hours. What I have had to remind myself though is that nothing th

Many people set themselves ambitious goals to become a leader at some stage in their career, however, don't necessarily think deeply about the characteristics they will need to form & embrace in order

I love working with sales teams exploring sales techniques and best practice. And when it comes to sales effectiveness, learning to deal with sales objections are close to the top of the list. What's

I have observed a number of teams in recent weeks in relation to their performance and their culture, and irrespective of the industry they are in, there is a common theme that is weaved amongst the t

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 responsibilities of a sales leader is to encourage their team to get back on track when performance starts to dip. Unfortunately many sales leaders simply look to the surface level fixe

One of the key differentiators in modern day selling is authenticity. We know that people buy from people they know, they like and they trust. We also know that the product or service is not what the

I absolutely love the leadership philosophies of John Wooden - the most successful college basketball coach in history. Not only did he create and maintain a super successful and engaged team culture,