What does success look like for you? Not the three, five, ten year version. Not even the quarterly targets. I mean today. Right now. In the small moments of your day. Too often we’re caught up in somebody else’s definition of what success, or what great,...
Why do some sales just fall over? Even when everything seemed to be going so well. Here’s something I learned about a decade ago that’s stuck with me ever since: every buyer moves through six emotional states before they commit....
We talk about sales leadership a lot. And we should. The leadership directly responsible for driving sales is mission-critical. Without it, targets slip, teams drift, and revenue becomes unpredictable. But here’s what I’ve been sitting with lately. I...
Your sales training might not be working. And it’s probably not the training’s fault. Within one hour of any training, we forget up to 50% of what we’ve learned.Within 24 hours? Up to 70%. That’s the forgetting curve. And it’s quietly...
With everything going on right now – AI, economic uncertainty, political noise – the temptation is to move fast and react. But what if the smarter move is to pause? Not check out. Just pause. Get rational. And ask – how does this truly affect my...
If a curveball hit your business tomorrow – a market shift, an economic shock, a key person walking out the door – how confident are you that your business has the foundations to ride through it? If there’s an ick, or a butt clench moment as you...
I saw Mel Robbins live in Melbourne recently. And she flipped the script on something I’ve been talking about for years. You might know the 4,000 weeks concept – I talk about it in my TEDx Talk. If we’re lucky enough to live to 80, that’s all...
Have you heard of Avoidance Cost? It’s what happens when you – or your leaders – keep putting off a tough conversation and it quietly grows bigger in your head. Until the thought of having it, feels ten times harder than it actually is. Meanwhile,...
SMART GROWTH | LEADERSHIP & PERFORMANCE Here’s something I see time and time again with business owners and sales leaders: they know their numbers aren’t where they need to be, they can feel it, but they’re still reluctant to put a proper...
Let me ask you a question. What do you believe is the single most important element of an effective sales conversation? The pitch? The proposal? The follow-up? In my experience, the backbone of every high-performing sales conversation is this: Effective...
