News & Views
Leadership challenges and how to tackle them
Management and leadership often get confused. Many think that they’re the same thing, simply with interchangeable labels. For me the difference is clear. You manage processes, but you lead people. Mix the two and you’re likely to encounter problems because good...
The business benefits of coaching
Coaching has the ability to transform. When done well it can empower, inspire and motivate an individual. There’s plenty of research to back that up and I’ve seen it many times with my own eyes. In fact, I can think of no instances where it has been disadvantageous...
Women on Boards – the struggle continues
I’ve worked with some inspired and inspiring business leaders and directors. I’ve also worked with others for whom leadership did not come so naturally. Gender-wise though the split between the two has always been about 50:50. So I’m perplexed. Why is it that with so...
Sales – succeeding and leading
Promoting your best sales guy to a sales leader or sales manager role might seem like an obvious move. I’ve seen great sales people go on to become even greater leaders and directors, but I’ve also seen my share of management remorse because this hasn’t worked out as...
Sales skills: Handling and overcoming objections
Inevitably, sometimes, you’re going to get a no when you’re out selling. The key is not to get disheartened or lose confidence and, by treating every objection you’re faced with as a question, to keep the dialogue open and the selling conversation going. Here are some...
The 9 Rules of Successful Negotiation
Sales people can sometimes be afraid to ask for the order because, if it’s “not a no”, then the opportunity stays in their pipeline. Other times a nervousness of the process is a problem. Sticking to these nine simple rules provides the best chance of success at the...
Reflections on Mindful Compassionate Coaching
As part of my own on-going personal training, I recently attended a Mindfulness Course run by Liz Hall through the Academy of Executive Coaching (AoEC)*. I went with a very open mind keen to understand more on the subject, and whether it has a practical application...
Traits of great sales leaders
There’s been plenty written about what makes a good business leader, far less about what makes a great sales leader. I’ve met some in my time; though considerably fewer than I’d have liked. Those that have really impressed me shared many of the same traits and...
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