Happenstance Some people make things happen. Many people have things happen to them. Other people say: “What happened?” Change is inextricably linked to business, leadership and management. Three primary drivers behind most change we experience in business: Choice Chance Crisis Which one is the predominant driver for change in your business? Which would you prefer? [...]
Tag Archives | People Performance
Sales Management 501: Moving beyond 101
There can be a serious misunderstanding of what sales management is and is not. For instance, I marvel at some of the nonsense perpetuated by a few in the recruitment and financial services arena in regards to business development, sales and sales management. (In fact I think there is too much “hierarchy” in both of [...]
Weekly Wisdom No.112: 5 Steps to Smart
5 Steps to Smart Your employees are not the same. Your clients are not the same. Your friends are not the same. Your peers are not the same. It’s naive and wrong to consider they are and to treat them that way. The Dreyfus model of skill acquisition posits that individuals move through five stages [...]
Weekly Wisdom No.111: What are you working on?
What are you working on? When you’re asked what you’re working on, are you excited, enthusiastic and proud to share your answer? You better hope you are. Otherwise, why are you doing it? Why are you there? Why are you persisting? No matter what type of work you do, what kind of job you have, [...]
Motivating for Behaviour Change
This article was originally written and posted in January 2008. It is still just as relevant today in 2012 as it was in 2008. ______________________________ Motivating for Behaviour Change Presenting a full-day strategic program to business people and executives in northern Queensland, a very fine person, who had immersed himself thoroughly in the learning throughout [...]
How to make delegation work
Some managers believe that the most appropriate way to operate is to do everything for themselves. All it achieves is an increase in stress. And, it ignores the talent and potential in their organisation. If you want to make delegation work for you, these tips may help: Avoid postponing important projects. These projects will not [...]
Stop talking and start listening to win more business
Arthur Miller’s, Death of a Salesman has Linda responding to Willy as he bemoans that he talks too much: “You don’t talk too much, you’re just lively”. Guess what? Most professional service providers talk too much! Why? Because they are so good at what they do. Because they’re experts and they’re assiduous in displaying this [...]
Weekly Wisdom No.110: Game On!
Game On! Professional sports is highly competitive. There’s less than 20 contracted players in the Australian Cricket Team at any given point in time. Out of a population of 22.8 million it’s a hard gig to get. Acting is highly competitive. There’s very few people who ever reach the status of Brando, Hepburn, Nicholson, Hopkins, [...]
Fearless Sales & Marketing Workshop – Jakarta
Fearless Sales & Marketing Workshop – Jakarta 27-28 August You’ve seen it. Some businesses seem to have a Midas touch where everything they touch turns to gold. Others constantly seem to struggle. If you have been curious about the very strategies that high-profit professionals employ, make certain you attend. This 2-day masterclass will help you [...]
Fearless Sales & Marketing Workshop – Kuala Lumpur
Fearless Sales & Marketing Workshop – Kuala Lumpur 17-18 September You’ve seen it. Some businesses seem to have a Midas touch where everything they touch turns to gold. Others constantly seem to struggle. If you have been curious about the very strategies that high-profit professionals employ, make certain you attend. This 2-day masterclass will help [...]
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Research Survey on Referrals in Professional Services
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Wayne Swan: It would be funny if it wasn’t so scary
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