I can almost guarantee that when coaching or running workshops on the topic of leadership and influence that I am asked 2 questions about this! Let’s start with the first question… ‘Why should I manage my own manager?’ When I am asked this, I often refer back to the classic Harvard Business Review article: “Managing Your […]
View Post coaching, Leadership, manager, Managing Upwards
Sales Management is a tough job…. Today’s business environment is increasingly complex, and as a result, Sales Managers are being given more and more responsibilities. With aggressive sales goals, new technology adoption, territory management, forecasting, and all the other day to day activities, it’s all too easy for Sales Managers to focus on these important […]
View Post Developing Sales Leadership, Sales management
We’re approaching the time of the year when many of us are turning our thoughts to that annual festival of giving, receiving and then giving again: Christmas. If we do mark this holiday, while some of us enjoy the hassle and hustle of present seeking, others would rather run anywhere than to the shops. So, […]
View Post Insights, Learning and development, Personality types
With the UK voting to leave the European Union, the torrid race for the White House now over (no matter on which side you lean politically) and currently no government at all in Spain, there is change — and lots of it — across the globe. International trade agreements are now far from certain, policies […]
View Post agile leadership, Change Management, leadership skills
It’s often easy as a salesperson to make assumptions about what buyers are really looking for. It’s much more powerful though when you experience it yourself! As some of you reading this will know, Judith and I have recently moved our home and office from the green fields of Surrey to the urban delights of […]
View Post Differentiation, Empathy, Sales, Trust
The Importance of employee engagement I recently spent a great day with an international group of HR leaders, where a big focus was on their role in developing greater employee engagement and motivation – especially during times of increasing change. They all understood the vital impact of employee engagement – or lack of it – […]
View Post Employee Engagement, HR leaders
We all want respect in our lives. Self-respect – and the respect of others, especially those who we look to for leadership and direction. After all why would anyone willingly follow someone who they don’t respect or feel respected by? It all sounds like common sense but in our busy, challenging lives it can be […]
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One of the main characteristics of Value Based Selling is that the sales professional takes control of the sales process from start to finish – this includes of course the all important negotiation phase. So what are the top tips that Value Based salespeople do well? Background Many confident sales people find negotiations tough – […]
View Post Negotiation
One of the key Success Drivers which underpins the success of any Agile Leader and their team is ‘Building Trust’ and what will certainly derail their success is lack of it. The Agile Leader needs to encourage people to follow them into the future – but that future may be unclear and the path may […]
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