Despite sales people possessing incredible talent and reporting to a Sales Leader who believes in them, it is staggering to observe the number of sales people who lack confidence. A lack of confidence

It is fascinating the number of sales leaders who find it very difficult to delegate. Many of them feel they can get things done quicker if they do it themselves, or it will be done more effectively,

Sales is a fascinating study in human behaviour and psychology and can often be 100% predictable. So many sales leaders and their teams get caught up in how good they think their products and services

When it comes to negotiating, many sales teams and their leaders are hell bent on jumping into the detail up front, often based on either inferred pressure or direct pressure to get the deal done. Whe

If you have been in sales for any length of time, you would have come across the slick sales person and sales leader - constantly operating with a sense of urgency and focusing on closing, closing, cl

When it comes to leadership there are many theories and many perspectives. A lot of people like focusing their attention on leadership strategies, emotional intelligence, building trust, coaching and

Many sales leaders, when they transition from individual contributor to sales leader, continue the same behaviours they demonstrated as a sales person. They love the hunt and get excited by the prospe

One of the biggest principles of leadership is trust - without it, it is impossible to lead and achieve exceptional results. In today's episode I delve into an element of trust, reliability, and share

Over the last week, we have seen a number of high profile sportspeople getting themselves into the spotlight, many of them for the wrong reasons. With a high profile comes big responsibility and unfor

A key question that sales leaders and their teams often overlook to ask is 'What makes their customers attractive?'. On the surface this may sound like an obvious question & I often hear sales leaders