I have been engaged to work with a sales guy in a coaching/mentoring role – someone who has the right sales DNA but has plateaued. One of the tasks I had him to before the day ended, was to advance at least one sale. In this particular case, he chose to follow up a stalled

I had the pleasure of being interviewed this morning by Nick Psaila as part of his ‘Ordinary People doing Extraordinary Things’ series. Apart from being the founder of Upology, he is also the founder of the biggest wellness industry webinar ever to be assembled – Wellness Business Owners World Summit. During the interview, he asked

I have 45 first cousins on my Dad’s side of the family. My Dad is the middle child of 13 children. My nana was widowed when my Dad was only 7 (you can do the maths). Clearly she was a born leader. You can imagine 70 odd years ago the lack of resources this family

What is the one quality you think might shift your results this year – in ANY area? I think being BOLD would have to be one of those qualities. I guess I am lucky I was christened with this characteristic – Bernadette just happens to mean bold as a bear lol It might be a

Ever wondered why some people can’t bring themselves to call it as it is – tell you that you have spinach in your teeth, loo paper on your shoe or god forbid that your fly is undone…? I recently wrote a post that pushed the boundary of political correctness, although my intention was a positive

If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is a ‘checking up on me’ strategy. So which category do

The biggest issues my corporate business clients come to our coaching sessions with is almost always related to results, time management and overwhelm. Crazy busy is a great way to refer to the world of business today and the attention spans of these otherwise highly intelligent beings are limited, causing all sorts of chaos, if

All of us – whether we are in the top echelon of corporate,  manage a business unit or sell  within a business, all of us, without exception, are on our own Hero’s Journey as we become genuine trusted advisors. The Hero’s Journey is a  clear structure you would recognise from blockbuster epics that include The

In discussing different aspects of a salespeople’s growth last week, the sales director and I debated the fundamental gaps that continue to emerge. We agreed those gaps included instances where the ability to speak with senior contacts was lacking, how addressing groups in a corporate presentation lacked compelling involvement, vital information was being left on