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It's important, tools don't change people, they may improve our efficiency, they may help improve our impact, they amplify our capabilities, they extend our reach, but they don't change people. Read More

I just read Chris Brogan's piece, The Bare Truth About Social Media, a phrase leaped out at me==how we are weaponizing social media. It seems we are at war and social media tools are becoming weapons of mass distraction. Read More

Cross selling is different than up-selling, done right selling something complementary, can result is a larger buy, and open the door to more up-selling. Read More

By Diarmuid O'Connell

I was caught ‘show-rooming’ last month. Funny thing is I did not realise I was doing it until the salesman ‘told’ me. And he could tell what I was at because one thing an experienced sales professional is an expert in, is buyer personas. What can a marketer learn from a sal Read More

Competitor analysis. We’re all told to do it – it’s Market Research 101, right? After all, how can we distinguish ourselves from everyone else if we don’t know what they are doing! Read More

I think we confuse proposing and providing a solution with problem solving. But it's not really the same thing. Read More

OK, maybe misery is too dramatic, but at its core, unless our customers are miserable we will never be successful in selling them. This morning I was having Read More

Everyone acknowledges the world is changing, perhaps faster than many want, but it is changing.  Change isn't the issue, it's a fact.  The issue is, How Do We Read More

Hearing ‘no’ from a prospect can be difficult. Especially for a heart-centered coach and entrepreneur who wants nothing more than to be of service to her clients.

Here's what NOT to do if you receive a no... Read More