The Application: Use peer power whenever it’s available Social creatures that they are, human beings rely heavily on the people around them for cues on how to think, feel, and…
Harnessing the Science of Persuasion: The Principle of Reciprocity
The Application: Give what you want to receive Praise is likely to have a warming and softening effect on Dan because, ornery as he is, he is still human and…
The High Price of Success
Want to know what stops you from succeeding: comfort. Not the lack of pain or suffering. Just a lack of a real discomfort. The remedy is discipline. Discipline is a…
Harnessing the Science of Persuasion: The Principle of Liking
The Application: Uncover real similarities and offer genuine praise The retailing phenomenon known as the Tupperware party is a vivid illustration of this principle in action. The demonstration party for…
The Limits of Value Propositions
Value propositions are unquestionably important in B2B sales, especially for large, complex, or intangible offerings. Some suggest a value proposition is the key component of successful sales. And most would…
Are You Deserving of the Title of Sales Leader?
Over my three decades in sales I’ve seen many sales managers. The vast majority fall into one of these four types: 1. The Prefect The Prefect sees their job as…
Managing Change, One Day at a Time
At a client’s off-site meeting a few years ago, I gave a talk on how companies can bring about dramatic cultural change — the focus of my firm’s consulting work.…
The Power of 1%: The Little Things Matter
American entrepreneur, author and motivational speaker Jim Rohn said it best: Success is a few simple disciplines, practised every day; while failure is simply a few errors in judgement, repeated…
The Four Steps of Blue Ocean Leadership
1. See your leadership reality. A common mistake organisations make is to discuss changes in leadership before resolving differences of opinion over what leaders are actually doing. Without a common understanding…
Hopeless Sales Strategy?
I asked a simple question to sales reps at three different public companies. Can you please describe your company’s sales strategy? The question was posed to six sales reps within the three sales organisations.…