Oct 1, 2018 | Business Ideas, Leadership, Managing Teams, Uncategorized
Meetings – we’ve all been there. They can be useless, energy-sucking wastes of time or they can be a platform for lively discussion, the exchange of interesting ideas and efficient decision-making. Unfortunately, the first type is far more common than the second. And...
Sep 17, 2018 | Business Ideas, Managing Teams, Professional Development, Selling Tips
Throughout history, the mythological “lone wolf” has captured imaginations as the solitary, resourceful, self-sufficient hero who stands tall against daunting odds to win the day. The “lone wolf” figure has been especially prevalent in the world of sales: the “ace...
Sep 4, 2018 | Business Ideas, Leadership, Managing Teams, Selling Tips
“What does it take to become a great sales coach?” is one of the first questions sales managers ask me when I’m running a training session or acting as their coach. They’re surprised to hear that I put “An extreme curiosity about people” at the top of the list of...
Aug 15, 2018 | Business Ideas, Leadership, Managing Teams, Professional Development, Uncategorized
Question: What do these scenarios have in common? My wonderful friend recently lost her big job and her marriage in the same week. A technology sales team I work with lost their charismatic and brilliant leader. They are shaken to the core. The European head office...
Aug 1, 2018 | Business Ideas, Managing Teams, Selling Tips, Uncategorized
Not long ago, I was fortunate enough to travel to Italy and spent my last few days at a spectacular villa in Sienna called Frances Lodge. It’s run by two of the most gracious people I have ever met, and I had the privilege of observing, first-hand, how they run their...
Jun 21, 2017 | Business Ideas, Leadership, Managing Teams, Professional Development
In my work training and coaching technical sales teams and their leaders, I’m always surprised when a business or sales leader tells me they don’t believe in investing much (or sometimes anything) in developing their team’s abilities and expertise. Big mistake. Study...
