The Value of Giving Referrals
New customers that come by way of referral are probably of greater value than those from any other form of marketing. So why do so many miss or ignore this powerful method of promotion?
Read moreAdvice for a Trusted Advisor
Before advice can be offered to you, a trusted advisor, we have to be sure of our terms. They’re not as straightforward as they might seem.
Read moreThe Leadership Merry-go-Round
Leadership is a hot topic. The interest that organisations have in it seems to grow year-on-year. Some say that that’s because there’s now a new generation of leaders.
Read moreThere’s No Substitute for Trust
The organizational change model is well known. It follows an equally well-known model: the one for making decisions.
Read moreThe Embarrassed Sales Person
You see prospects have become wise to the sales process. They have your script memorized – cold. They are waiting for you to tell them one thing. When they hear it, then they’ll buy. What is it?
Read moreFamily Feuds
Most families have feuds at one time or another. Maybe yours began with your kids when they were two years old. That’s such a famous time in a parent’s life that’s there’s a name for it: the terrible twos.
Read moreThe Royal We
Organisational culture isn’t an accident. It isn’t the result of serendipity, happenstance, or chance. For good or for ill, there is only one reason why the culture where you work is the way it is.
Read moreGrowing the Trust Relationship
The fourth article in our Trusted Advisor series and in it we need to think about how to make that relationship grow.
Read moreManaging Yourself
How can you work as much as you need to without losing what matters most? How can you do what is required without forfeiting the reasons for doing it?
Read moreDesperate Dan
What happens when you meet a desperate sales person? Most people are less likely to buy. If this is your response too, then imagine how your prospects must feel when you’re afraid to walk away from a deal
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