The Death of Business as Usual: 12 Strategies for Growth in 2012
12 Strategies for Growth in 2012
Creativity Loves Constraints
How many people do you know would describe themselves as being creative? A lot I find. “I love new ideas, creating new concepts, building new models, etc.” they will tell you. And many of them are highly creative when working with a clean sheet of paper, in “green field” situations or without any limiting constraints. [...]
Leadership and Storytelling: Using Stories to Inspire Others
Everyone loves a good story. That’s why stories are so effective for engaging an audience, and inspiring action. Great leaders are great storytellers. Great leaders know how to capture people’s hearts and minds using stories that we well chosen, well constructed and well told. Great stories are engaging, inspiring and energising because they embody relevant, [...]
From Stress to Serendipity: How to create ‘flow’ and keep it
Stress is present everywhere in our lives today. Stress in the workplace is the most dangerous and debilitating because it is often unquestioned or accepted as being “just part of the job.” But stress directly impacts our effectiveness and productivity and therefore our ability to do our job. Excessive stress or negative stress impacts our [...]
Selling to Different Behavioural Styles
Have you ever been Have you ever been really excited about something and ready to buy and then the urge suddenly faded away? Or have you ever presented a highly compelling new offering to a client only to find that in the end nothing happened - no sale. Why? We think that everyone sees the world through the same blue goggles that we do.
The Buyer’s Journey
The Sales Cycle is dead. It has out lived its usefulness. Why? Because the sales cycle is all about us and our interests and not about the customer or his/her interests. The sales cycle is something that we do to the customer and not for the customer. We have all seen sales cycles that were [...]
Unlocking Audience Participation
Have you ever sat through a really bad presentation, meeting or workshop? I guess we all have and more often than we wish to remember. What was it that made it bad? Now think about a really great meeting, workshop or presentation that you have attended recently. What made it great? What were those things [...]
Adapt your Selling Style to Today’s Buyer Thinking
Buyer thinking has changed, forever. Pre-economic crisis buyer thinking rewarded relationship based selling. When the economy was strong, growing and things were relatively predictable, buyers rewarded continuity and business relationships. Today Decision Makers are reassessing every spending and investment decision they make. They are looking for ways to reduce, delay or cancel purchases and investment [...]
From Chaos to Clarity
Success in sales comes from creating clarity in the mind of your customer. Clarity in understanding the problem to be solved, clarity in evaluating the possible solutions available and clarity in determining the real value to the business that each solution provides today and in the future. Clarity helps the customer to move forward with [...]
Creating Moments of Insight – The Key To Getting Results Through Others
“An insight is a restructuring of information. It’s seeing the same old thing in a completely new way. Once that restructuring occurs, you never go back.” – Earl K. Miller, Ph D. Neuroscientist at M.I.T. One of the greatest moments in problem solving is the emergence of a break through idea, or the sudden flash [...]