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 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...
May 4, 2018 | Leadership, Managing Teams
“Here is Edward Bear, coming downstairs now, bump, bump, bump, on the back of his head…It is, as far as he knows, the only way of coming downstairs, but sometimes he feels that there really is another way, if only he could stop bumping for a while.” – A.A. Milne In my...
Apr 2, 2018 | Leadership, Managing Teams, Selling Tips
What makes a sales leader great? For that matter, what makes any business leader great? I’ve been thinking about that question a lot lately and talking with sales teams and their leaders to gain more understanding. At the same time, I’ve been re-reading one of my...
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...
