Articles & Research
To make it easy to keep up to date with what I’m researching and writing about, hit the Subscribe button and each month I will send you an email newsletter that summarises my articles.
Why Competent Salespeople Don’t Achieve Sales Targets
Let’s assume for the moment that your sales team consists of competent salespeople. Great … however, there is a huge difference between a salesperson who
Has the Process of Selling Changed Since 1981?
As a Sales Leader, how confident are you that your sales team, individually and collectively are applying an effective sales process in this disruptive world
Competition-Inducing Leadership
In my early sales career, I experienced what now has the fancy title of CIL – Competition Inducing Leadership. Basically, it’s where a sales leader
Success-Beliefs of Salespeople
Effective sales leaders don’t remind, badger and pressure salespeople about sales targets … and if you’re a sales leader who is doing just that …
Leadership and Excellence Through Trust
You get that trust is important … right? So, when you see commentary or articles, or videos on trust-related topics, they’re for someone else and
Whose Success Are You Chasing – Yours or Others?
Whether you’re in sales, service or not, as we approach the end of 2023, I urge you to please take a moment to think about
How Happiness Impacts Sales Success
How would you rate your sense of happiness? Now, I don’t subscribe to the ‘thin’ definition of happiness as feeling happy most of the time
Work Personally With Me in 2024
Between November and December annually, I open the doors for leaders to apply for the next February intake of The Flourishing Life Coaching Program. From
How Aligned Are Your Intentions With Your Clients’ Best Interest
I’ve been busy with back to back in person and livestream conference presentations this month, so I haven’t had time to post as often here