#0433 Undisclosed Hurdles
The board keeps rejecting the us. Your idea may be valid, it may truly save the organisation time or money or gain new customers but they keep saying no regardless. Sound familiar? The reason is…
Category: Sales
#0432 Layering Knowledge
Learning is cumulative. Year 12 math would be impossible without the preceding 11 years of layering knowledge. Post official schooling however many no longer seek guidance. Going it alone or convincing yourself you do not…
#0430 Keeping Up
The longer something exists the better it must become just to remain current. As things get better, that becomes the new minimum standard and anything less reduces perceived value. Cars are a great example of…
#0425 Impatience
Great books take time to write.Beautiful gardens many seasons.Athleticism years of dedication. A remarkable business a combination of desired product, consistent marketing, predictable sales, refined operations, solid finances and motivated people. All examples of doing…
#0418 Humanising You
During a recent podcast interview I was expanding on a two part response. Problem was, by the time I got through part one I had lost track of what part two was. The host and…
#0415 Change Environment
People, places, sounds, experiences, colours, smells and flavours all do it. When thinking about injecting stories into business at first you may struggle to know where to start. You may be doing it from an…
#0414 Communication Perspective
One of my key pillars is Perspective in Communication. For those of you who have not heard me speak I use the metaphor of the Rundle Mall Balls in Adelaide. Two people can be staring…
#0413 Stranger to Raving Fan
I wager you have a clearly defined process for delivering your product or service. A step by step, probably well oiled mechanism to deliver on your promise. Yet many organisations (still) leave Sales and particularly…
#0409 The Basics First
The answer is right in front of you. After rebooting everything and resorting to using an old pair of headphones I was embarrassed for myself when I realised the volume was turned down. We overcomplicate…
#0403 Unwelcome Behaviour
When walking into a store, if you know what you want you absolutely welcome the sales assistants help right away. When you want to browse, the persistent assistant is super annoying and you just want…
#0402 Conserving Energy
Subconsciously I will ignore you, sometimes on purpose. The human brain on a normal day will consume 20% of your total energy just keeping you alive. Any extra to that can feel exhausting so by…
#0401 Increasing Influence
We tend to underrate our capability and overate our influence. Just because you ask someone to do something does not mean they will do it. Your family – likely.Your friends – probably.Your peers – maybe….
#0398 KISS
You know too much. The curse of knowledge tends to mean you take for granted what others comprehend. It is obvious is it not? No Assumptions and overwhelm are two of the biggest attention stealers….
#0395 Sources
There are 2 types of people in this world. 34% who can do mental math, and 76% who cannot. Statistics are a powerful way to get a point across however when overused it can dilute…
#0393 Before the Ask
The amount of energy to get there is enormous. You have spent weeks, maybe months nurturing the relationship super generous along the way. Finally the opportunity arises, the timing is right so you hit them…
#0389 Inception
Eliciting a decision in your favour for a complex offering is similar to orchestrating in the movie Inception with Leonardo DiCaprio. At the start of a professional relationship there is little visible on the surface…
#0385 Auto Pilot
I cannot tell you how many times I have missed the last step heading down into our basement. Sure it is often dark, but I know it is there!! A huge number of motor vehicle…
#0383 Tay Tay Marketing
As I sit here like many parents of teenage daughters patiently and nervously waiting to buy Tay Tay tickets I can not help but think how brilliantly musicians use scarcity to sell out stadiums. Would…
#0380 Startup V Mature
Hunters and gatherers would stockpile food to get them through the winter.Bears fatten up before hibernation. As a business there are two things you should have fattened up to cope with the inevitable business winters….
#0378 Perspective
“That’s what you remembered!” In a room full of workshop participants, the morning of day two I asked what each person had took away from the day before. No real surprise but everyones take was…