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Yes Times are Really Tough – And Selling Harder Might Not Save You Right Now.

The world feels very unstable. Times are tough.

Prices are climbing. Sales are slowing.

Decisions are dragging. Projects being put on hold.

Everything is tightening, contracting.

And let’s be honest… it’s stressful.

The instinct is to sell harder – push more. We have to make our targets. We need to maintain our margins. Get the deal at all costs.

(Our shareholders want their returns you know!)

The instinct?

Push more. Sell harder. Close the deal.

Because targets don’t disappear just because times are tough.

I get it.

But here’s the question…Is that actually working?

Or are you just working harder… for less return?

Creating more stress…for less reward?

Maybe it’s time to Think Differently.

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Why Most Businesses Are Getting AI Wrong (And How to Fix It)

Let’s be honest…

AI is a hot topic

Right now, AI is being used in many businesses, but it is not being managed properly.

And there is a big difference between the two.

In many companies and sales teams, you will find individuals experimenting with AI tools. Some are using it to write emails. Others are using it to prepare proposals. A few are even using it to analyse data or improve their sales conversations.

On the surface, this looks like progress.

But the reality is that there is often not much structure behind it.

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Happiness is an Inside Job

During the past 16 years I have asked thousands of my delegates “What do you really want? What are your goals and dreams?” Their initial answers include a variety of “things” such as money, possessions, love, recognition, respect, success, health, wealth, happiness, travel, fame & fortune etc. Then I push a bit harder and ask: “What is the MOST IMPORTANT thing you want, when all is said and done? What would you actually place right at the top of the list?” Without fail, the majority inevitably vote for Happiness. Every time! (They sometimes also refer to it as inner peace, peace of mind, contentment, joy or fulfilment.) Continue Reading

Are you fighting a Price War or winning the Strategic Sales Battle?

Greetings Fellow Entrepreneurs, Sales Professionals and Managers!

Is it just me or did this year simply fly by, like an illegal taxi at a roadblock?

And what an exceptional year it has been. We have been blissfully busy working with two types of organisations: Those fighting the Price Wars and those who are winning the Strategic Battles.

Those fighting the price war are despondent, depressed, distraught and demotivated. They are GATVOL of the China Factor, Commoditisation, Globalisation, Financial Turmoil, Uncertainty, Indecisiveness, Aggressive Competitors and Endless Economic woes. (Ja dit is WOES!) They are tired of battling in the trenches, cutting prices to the bone, losing margin, juggling cashflow, getting their butts whipped by the opposition and not getting their damn credit applications approved. They call us in to equip their tired troops with new sales weapons and ammunition to go out and win the war. Continue Reading

Here is a Simple Tool to Measure your current level of Personal Evolution

As the solstice of December 2012 rushes relentlessly towards us, major shift is happening on our planet. Fear and uncertainty is increasing and I have been noticing distinct energetic differences in the people I am working with. Their outlook and attitudes are vastly different. Their levels of growth are remarkably disparate. Continue Reading

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