Marketing tells us to give value, give value, give value so that, in turn, we will be valued by others and ultimately become a force to reckon with. And it goes without saying that when that happens we will naturally be seen as invaluable to those around us whether they be colleagues, clients or friends.

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

Each of you who read this newsletter are in business, each are responsible for generating sales revenue and each of you do that through the product or service you sell. Only thing is – how many people know about what you have to offer the world? Do you know what the value of your product

Most business people who have the role of selling are generally optimistic by nature, they can see their future looks bright no matter what and that is part of why those who are successful succeed. There is a hunger, a drive, an energy that says they will not settle – they are in the zone.

“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

That’s a pretty harsh question but consider what a lie is… it is a story that you have made up and you either believe it or you don’t, but it is serving you in the moment. We all do it, we all have done it and we will more than likely all do it in

“Why don’t you live with your Dad anymore?” my son Matthew asked a few years ago. ”Cos Mum and Dad fight too much” came the other little voice. Two nine year olds, whilst maneuvering their play station controllers, were having a simple conversation. Even though only nine, it brought home to me the innate ability

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

From a global and industry perspective all the way to a local and individual perspective there are four spheres of sales awareness. The salesperson who can create meaningful conversations at each level will take pride of place at the relationship table with any customer and be perceived as a trusted advisor. This is an area