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Last month there was a very interesting blog post entitled - Help! My Sales Team Thinks Our Inbound Leads Suck. The post highlighted various tactics to deploy to change the sales team's attitude to embrace these beautiful things called inbound leads. Specifically it highlighted the need to treat th Read More

In his latest book To Sell Is Human; Daniel Pink explores the concept of serving as a more effective mindset and approach for sales professionals to move prospects. He believes we are all selling in some way today. If you are trying to move others, you are selling. Specifically the research strongl Read More

Whether you played sport at school, college or perhaps professionally you understand only too well how your mental approach often dictated success. This post explores why it matters. Read More

Last week The Economist published a smart piece called How to make a killing. It highlighted several important points worth repeating regarding the hidden wealth of talent coming out of the Armed Forces. This post discusses the key issues. Read More

Selling in all its dimensions has changed more in the last ten years that it did over the previous hundred. Most of what we think we understand about selling is constructed atop a foundation of assumptions that has crumbled. Daniel H. Pink. This post examines the key messages in this book for sales Read More

“Innovators aren’t exceptional as much as they are confident.” says David Kelley, founder of design firm IDEO. (WSJ) David Kelley and George Kembel founded the Hasso Plattner Institute of Design at Stamford a nondegree d.school with $35m from SAP founder Hasso Plattner. Innovation is teachable. The Read More

As I travel I read. Sadly I read far too many business books! Still the good news I get to share some special books that helped shape my views of how businesses can and should scale. These books will materially improve your understanding of the drivers that will shape your business success. In no p Read More

What do you do if sales start to drop? Where do you start? Here are 10 quick actions to put you in a much better place. Read More

These days a finance department is a metrics department. What gets measured gets done. There needs to be much more clarity around whose job it is to take action when ratios are going the wrong way. There needs to be more visual cues in our dashboards, reports and white boards. Trend lines and stat Read More

It seems the world is fascinated by demographics. Certainly the Japanese have more reason than most: The Japanese Health Ministry estimates the nation’s total population will decrease by 25% from 127.8 million in 2005 to 95.2 million by 2050. But what does age really mean? Read More