When do you give up on a prospect?
Winning new business isn’t always easy and it isn’t always quick. How do you know when it’s time to give up?
Read moreHow the Butterfly Effect Impacts Productivity
Whether you want it to or not, your organization is changing either into what you would like it to be or into something else. You’re not actually standing still. Do you want to go where you are heading by default?
Read moreProud association with Champions of Small Business
I am proud to announce an association with The Champions of Small Business which is a national initiative dedicated to celebrating & supporting all that’s great about Small Business in the UK
Read moreCheering for the Other Side
If you want your team to win every time, then you have to do whatever is necessary to enable them to function like one. A team that is. Here are some ideas that might help…
Read moreTurning Sales Targets into Activity
Most salespeople are set sales targets. Targets are typically end results and often a simple focus on the end goal is not enough to succeed. How do you know exactly what to do to hit the target?
Read moreHow Managerial Resistance Makes Organizations Unproductive
Change Management, Resistance to Change
Read moreAll Around Robin’s Barn
Have you ever watched people shop for clothes? Some walk straight to what they want. Others treat each rack as a carousel which they walk around. That’s the difference between having a vision and knowing how to pursue
Read moreIs it a good idea to WE on your prospects or customers?
Too often when in conversation, in sales support literature and in emails, sales people WE all over their prospects and customer even though they are doing the benefit plug. Being WEd on is a real put-off – sto
Read moreA Hidden Preventer of Productivity
All of us are insecure to a certain extent. Some are better at hiding it than others. All of us perform better if we believe that what we are doing counts for something; how much do your team feel they and their activiti
Read moreGetting More by Doing Less
If you’re the boss, you may not like the idea of your employees giving only 75% or 80% and if you’re an employee you may feel that your chances of promotion will be severely diminished if you do any less. You could b
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