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

When people think of psychology they usually conjure up images of people pouring their childhood issues out whilst lying on a therapist couch, people wearing straight jackets in mental institutions or cult like environments with people singing kumbaya, therefore people tend to steer away from anything that remotely begins with the term ‘psych…’. In some

Get Some More Sales INDIA now! Having just returned home from New Delhi, India my eyes have been opened to a different culture and lifestyle both on a business level and individual level. Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales

“If you want to soar like an eagle – stop hanging with the turkeys”, in other words, hang out with those you want to be like. It will allow you to become the next best version of yourself by doing things that those you consider successful are already doing. You will fall into one of

Pick a state and address it: Confused? You need Clarity Overwhelmed? You need Outcomes Frustrated? You need Focus Manipulated? You need Meaning Competitive? You need Collaboration Distracted? You need Direction Lost? You need Leverage And the list could continue… States are emotions we experience and emotions drive everything or drive nothing, wouldn’t you agree? Without

  It may not sell, per se, but in my opinion, someone with a ‘personality’ does engage, entertain and educate allowing you to have an experience with that person. When you contrast that with someone that doesn’t have a personality (as such), then there is not much engagement, very little entertainment or you may not

Counterintuitive Selling I have the privilege of working closely with a pretty cool guy by the name of Nils Vesk who is all about thinking differently. He’s into innovation and has written a great book “Ideas with Legs” which is well worth reading. One of his key messages is to ‘Be Counterintuitive’. So how can

It doesn’t matter if you are presenting to a group of IT gurus sitting in their back rooms surrounded by the sound of humming hard drives or whether you are with the executives in the lofty penthouse boardroom – your ability to speak in public is crucial to your marketing and sales success. > Get

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

In the words of General Patton, “If everyone is thinking alike, someone isn’t thinking” and whether you are on the battlefield or on the frontline in business, you can’t gain ground or win against the competition by playing it safe. The salesperson needs to become a BOLD ADAPTOR and in doing so must play three