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Last week the WSJ highlighted a fascinating study published by The Boston Consulting Group (BCG). The study claimed that the US would enjoy a significant cost advantage over Japan, Germany and France over the next 10 years. But what about sales? Read More

On Aug 27th the WSJ published a great little article –“Bosses Say Pick Up the Phone”. It highlighted the dangers of our younger generation failing to use the landline phone especially in a sales role. This post highlights the benefits of using that desktop device to sell. Read More

Verizon are trying to buy out their 45% partner Vodafone for $130 billion. Now that gets the headlines. But what about the small mergers and acquisitions that take place below the headlines? These smaller deals can transform the prospects of a small business. Read More

As the CEO of a business you will suffer some or even most of these symptoms. You could be flat lining on the sales front or aggressively growing but if you notice these symptoms you’re probably not scaling. Eventually we all stop scaling if we don’t do something about it. Read More

Results are all that matters. A CEO’s tenure, sell by date, runway is highly dependent on results. $1Bn in revenue, pre revenue start up and everything in between, it all comes down to performance. Leadership of any entity can be a lonely place. Read More

There are over 21m one man bands mainly selling some sort of service. Another 5.2 m employ less than 20 people and many of those are selling services. That's about 98% of the 27m US enterprises. So how do you scale these businesses where the assets go home at night. Read More

Margaret Heffernan last week highlighted 3 key entrepreneurial characteristics that the great man admires and looks to see in people he does business with. Energy, Intelligence and Integrity. This post translates those thoughts for the small business owner. Read More

In this final review of Daniel Pink's New Rules for Sales Success I examine - Clarify, the art of questioning and perspective thinking. Read More

The new rules for sales success are the new ABC of Attunement, Buoyancy and Clarity. In this second post in the series I review Daniel Pink’s rules on Buoyancy. He breaks down his thoughts into: Positivity ratios, self-questioning negativity, measure rejection, negativity and realism. Read More

When I devoured Daniel Pink’s new book, To Sell is Human, in February on vacation in Puerto Rico I tweeted that I was buying it for all my clients! Firstly because it was a great book, secondly it articulated the new rules of sales and finally it supported my playbook. Read More