3 things about your B2B clients that you don’t know enough about

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My favourite challenge for experienced B2B salespeople and sales leaders is to ask them to tell me about the client that they know best. They smile knowingly, look at me confidently and normally proceed to tell me in great detail about their stunning relationship with somebody … VIEW       

Build real new business opportunities

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Marketing has to work harder to generate leads that Sales will use   Sales people don’t want ‘leads’ No matter what they say, sales people ignore ‘leads’ supplied by Marketing simply because most are unqualified and waste their time. Salespeople are expensive if they’re not selling … VIEW       

Leaders who are great at hiring do these 3 things

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If you’ve never made a hiring mistake then I’d guess you haven’t hired that many people. Despite all the research, experience and so-called tools, ineffective recruitment decisions remain one of the biggest drags on any organisations performance. Over 25 years I’ve made more than my fair … VIEW       

Using martial arts skills to drive business success

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Vision, Fluidity and speed create competitive edge To prosper in tough markets takes an extraordinary mix of skills and insight. For me, after 30 years in business and 10 years training and teaching a Korean martial art called Choi Kwang Do (CKD), some clear parallels have … VIEW       

Snakes and Ladders

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Climbing the ladder skilfully and avoiding the traps The ladder of your corporate career stands in front of you, ready for you to climb carefully up the rungs to success. Somewhere though, you know a few snakes will be lurking… tread upon one of those and … VIEW       

First day at School

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It’s funny how those words ‘We look forward to seeing you at 9am on Monday’ suddenly start to bring a dawning realisation that all those clever things you said at interview are going to have to be backed up by some pretty quick learning, insightful thought … VIEW       

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