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Malcolm Gladwell wrote a brilliant piece in The New Yorker last year diving into the new biography on Steve Jobs by Walter Isaacson. Gladwell highlights the role of Jobs as a tweaker of an idea, then a transformation of that idea into something better. This post explores the key role of Tweaking to Read More

It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? The secret sauce is engagement and I can prove it! Read More

Your top numbers person is also a key driver for improving your business but you need to realize it. You need to capitalize on that smart brain. Don't push your CFO/controller into a narrow role. Demand a wider agenda. Start by asking your CFO these 10 questions. Read More

It may seem to you as an owner of an SMB (sales $5m to $100m) that acquisitions are a big boy game. Nonsense. Parking money and post acquisition integration expertise, this post highlights the benefits to SMB owners of growing by acquisition. Read More

In short, the greater the number of financially literate and empowered people, the more PwC is able to succeed. It’s a win-win. Read More

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