Monthly Archives: July 2016

Why Market Leaders Lose Deals – Case Study

Why Market Leaders Lose Deals – Case Study

In my last corporate role I was the regional Managing Director of a global CRM software company and I inherited…

Government Sues IBM – Blind Leading The Deaf?

Government Sues IBM – Blind Leading The Deaf?

The Queensland Government in Australia is again instigating legal action against IBM over a failed SAP payroll implementation with integration…

Natural Born Sales Talent Is A Myth

Natural Born Sales Talent Is A Myth

Maybe she’s born with it, maybe it’s Maybelline. It’s been said that we come into this world endowed with ‘talents’…

The Tao of Vietnamese Selling

The Tao of Vietnamese Selling

I write this at 30,000 feet heading back to Sydney from Vietnam. I’ve had two weeks with my family on…

Love Versus Greed. What’s Your Corporate Culture?

Love Versus Greed. What’s Your Corporate Culture?

Within every person is an innate desire to go beyond making a living to make a difference. We should all…

10 Anti-Social Selling Antidotes

10 Anti-Social Selling Antidotes

Recently, I was a bit stunned to read a statistic from an Inside View survey cited in Harvard Business Review….

20 Humorous Leadership Lessons. Aviation Wisdom

20 Humorous Leadership Lessons. Aviation Wisdom

My flying days are well behind me but back in the 1980’s I was a pioneer in the ultralight movement,…

How To Drive An Outrageous Amount Of New Business

How To Drive An Outrageous Amount Of New Business

“THE NEW SALES DRIVER A. Select targets. B. Create and deploy weapons. C. Plan and execute the attack.” — Mike…

Message To CEO – Change Your Job Description

Message To CEO – Change Your Job Description

Have you ever looked at the management team sitting around the boardroom table and wondered, who are the most important…