Oh, such seductive creatures they are! With eyes wide and wallets open, these people make you feel like the sun is shining a little brighter…
Oh, such seductive creatures they are! With eyes wide and wallets open, these people make you feel like the sun is shining a little brighter…
All things being equal, relationships invariably win. However, what happens when your competitors are equally adept at developing relationsh…
Leaders of nations first did it. Military generals do it. Even high powered CEOs now do it. When they need something of critical importance …
“$1,200” Lily snapped. “No way, too much” I retorted. The four feet two pocket-rocket then snatched the calculator from me and pu…
This article first appeared August 20, 2011. French scientist, Louis Pasteur once famously said, “Chance favours the prepared mind”. And a c…
This article first appeared on September 16, 2011 Long lasting, self-motivated and purposeful salespeople are the cornerstone of an outstand…
In 1988 I watched in horror as my childhood hero Carl Lewis was blown away by Ben Johnson in the men’s 100m final at the Seoul Olympic Games…
Sales is a game. Though not a numbers game as some would suggest, it’s more a mental game. Every year, I work with hundreds of sales and ser…
There I stood, three deep in a queue that seemed to be moving backwards compared to the other isles. At the head of the line was an elder…
Flash point! A micro slice of space and time where our lives change, forever. This is either a painful moment that haunts us, or a place whe…
Last week I made a reservation to stay at the Novotel hotel in Darling Harbour, Sydney. The booking was for this coming Friday. However, …
Unlike other performance athletes – salespeople are expected to compete 48 weeks or more every year. It’s no wonder most salespeople are…
