I love psychology, especially as it relates to sale and high performance. And as sales leaders, we don't want to be leaving things to chance - we want to stack the odds in our favour. It is therefore so important that we adopt a growth mindset,

In working with sales leaders and their teams, I am still staggered at the number of sales people who lead with their product or service. It's almost like they believe there is a finite number of customers in the marketplace and hence they need to clos...

I'm a massive fan of Neale Daniher, first when he was the coach of the Melbourne Football Club, but even more so as he has continued to fight Motor Neurone Disease (MND) over the last 7 years. He is such an inspirational man and a man who leads by exam...

Let's be honest, for many people, sales is not easy. It can be exceptionally rewarding & fulfilling, but for some, it can be an absolute nightmare. Yes, sales takes skill, capability, tenacity, persistence, resilience, amongst other traits,

There is a saying 'It can be lonely at the top' and this can especially be true for leadership. Very often senior executives and CEO's don't have someone who they can confide in, bounce ideas off, seek guidance and advice. Hence it is vital,

In today's society, I don't think anything shines brighter than a person's integrity. And yet, there are countless examples of people choosing not to demonstrate integrity - they make it all about themselves. As leaders, we must set the standard,

When it comes to exceptional performance, whether it be a team or an individual, there is one quality that stands out more than anything else. It's not effort, it's not talent, it's not capability. It is a relentless focus on maintaining a benchmark of...

With the end of the Financial Year fast approaching (certainly in Australia), many organisations, Senior Executives, Sales Leaders and salespeople hit the panic button, especially if they are behind on their sales target.

Following on from yesterday's podcast with the aim of the game being giving. Often we end up winning when we continue to give. And often we can find ourselves & our company experiencing feedback and situations that may not feel like a win.

This may sound counter intuitive, especially if you are operating in a competitive environment. Many people and companies believe that the aim of the game is winning - it's not. The aim of the game is giving,