#0436 Bigger Teams Bigger Gaps
They share the same challenges. Recently I have been invited to speak at a number of offsite events for corporate marketing teams. The kickoff planning sessions for the new year rapidly approaching. The intent is…
Tag: SALES
#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…
#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…
#0377 Salesdog Eddie
Our dog Eddie does not understand personal space. Right there, all day, every.single.day. He is not perfect, far from it but the joy he brings far outweighs the holes he digs in the lawn. The…
#0373 Evoke Memories
“Then I’ll huff and I’ll puff…”“Please Sir I want some more?”“‘This porridge is just right!” I wager that you know exactly what children’s books these quotes come from. Not only that, you can probably imagine…
#0369 Communication
Is good communication more important than a good product or service? I would argue they are at least on par. A great product that no-one knows about is worthless.An amazing service that people do not…
#0368 Calling Out Revenue Owners
Never have I ever met anyone responsible for revenue that says they are happy with the amount, quality and frequency of leads coming into their business. Not One. It is one of the great frustrations…
#0361 Effort & Sacrifice
If I were to guarantee you 10 Million dollars in cash today no strings attached would you take it? Probably yes right. If I were to guarantee you 10 Mill today but in exchange you…
#0360 The Formula
Hands up if you have ever grabbed a kebab from the nearest food truck after a big night at the pub? There is a reason there is often one parked right next to these establishments….