What creates entrepreneurs?
I firmly believe the educational system fails a huge number of kids. By its very nature the system creates conformists. People who are ready for “jobs”. But what about those of us [...]
How to get more referrals without asking for them
C’mon, be honest. How many referrals do you really get? If you’re like most businesses, not very many. And it’s not because you don’t do a great job. Far from it. There [...]
Does price equate to quality?
Does price equate to quality? Do you feel happier the more you pay? Does snob value really exist? Benjamin Wallace decided to sample the very best, or most expensive, or most coveted [...]
Donald, “Does money make you mean?”
With the ascent of Donald Trump as US President the world has changed. Or has it? How does having extreme wealth modify behaviour? Does having lots of money make you mean? And [...]
How trees talk to each other – Must watch
Trees talking to each other? Over vast distances in a forest? You’re kidding right? In this TED talk ecologist Suzanne Simard proves trees do actually communicate. You’ll see the incredible similarity between [...]
How to stop your prospects from bouncing away
You have a problem. You search in Google and hit the first likely search result. Be honest, how much time do you spend on a website if you don’t immediately understand what [...]
Ricardo Semler on “How to run a company with (almost) no rules”
How would you run a multi-billion dollar organisation with thousands of employees with almost no rules? Where people set their own salaries, work hours and holidays? Where leaders are selected by their [...]
Which form of advertising is right for you?
What? You have a proven system to help one legged, left handed golfers improve their swing? The world is full of whacky products and services. And many a business owner has come [...]
Where innovation really comes from
Innovation often comes from the most unexpected places. Bolivian doctor, Franz Freudenthal, looking at the composition of a green avocado branch wondered if the design could help plug congenital holes in the [...]
Do this = Kill Sale
I was recently reminded of a valuable sales lesson I learned many years ago. One that’s kept me in good stead. Back then I was being interviewed for a job as an [...]
The future of money
Money. We all need it. We all use it. But have you ever really thought about what money is? At its heart, money is an idea. One that represents value. Your fifty [...]
How great salespeople lead…
We all fear rejection. It’s painful. So most of us would do anything to avoid it. But this fear also stops us from being as successful as we could be. Especially if [...]
Does Television have a conscience?
Video. It’s everywhere. Huge amounts are consumed daily on Facebook, Youtube and traditional TV. But how does the type of content reflect what’s happening in the world? Our attitudes, value and beliefs? [...]
How to avoid the “price” objection
You’re sitting in front of a hot prospect. Everything appears to have gone swimmingly well. You’re counting your chickens thinking the money’s in the bank. Then all of a sudden the prospect [...]
Why some people are more altruistic than others
Would you dash into a burning house to rescue a complete stranger? Or donate a kidney to one? We often see examples of heroism on the news. But you’d be surprised at [...]
Overcoming the price objection
“You charge how much?” The minute I heard the words, I knew I’d blown it. I hadn’t followed my own system, one I’ve taught to hundreds of business owners, who by using [...]
Designing books is no laughing matter. OK, it is.
What do Jurassic Park, Naked by David Sedaris, All the Pretty Horses have in common? They’re all best sellers. But what makes you pick up a book in the first place? Assuming [...]
The marketing serenity prayer
Maybe you’re familiar with the serenity prayer. “God, grant me the serenity to accept the things I cannot change, Courage to change the things I can, And the wisdom to know the [...]
What makes a great leader?
Honestly, this is a TED talk by Simon Sinek that everyone should watch, regardless of whether you think you’re in a formal leadership position or not. Simon points out that leadership is [...]
Why love conquers all in sales
“Sales”. It’s a word that often conjures up very negative perceptions. But as Jack Vincent eloquently points out in this TED talk, a sale is akin to a love affair leading to [...]
How to create a clear marketing message
The American Super Bowl is famous for two things. Obviously one is the football itself. The other? The half time entertainment – including the extremely high priced 30 second advertising spots. Companies [...]
Why you don’t get what you want
One of our mantras is, “You get what you tolerate”. Put another way, you act based on what you expect not what you want. You want your kids to behave in a [...]
What’s your business posture?
Imagine you suddenly need life saving surgery. Would you tell your surgeon how to operate? Chances are you’d be told, “It’s my way or you die”. So as an expert in your [...]
What do you say when you don’t know what to say?
There will inevitably be a time in life when we’re confronted with someone we know going through a horrible event. Could be the death of a loved one, illness, horrific injury or [...]
Is growing what you really want? Be careful what you wish for…
In a number of recent conversations with clients I’ve been reminded of old adage, “Be careful what you wish for. You may get it and find it’s not what you really wanted”. [...]
A kinder, gentler philosophy of success
From a casual observation it seems anxiety is prevalent in western society. Much of it is centred around career and the appearance of “social position” your career bestows. While I don’t particularly [...]
How to answer ““What do you do?” the right way
“What do you do?” It’s an obvious question asked countless times in networking meetings. But it’s surprising how badly it usually gets answered. Your goal when meeting someone new is to communicate [...]
How your body language shapes who you are
We all make instant judgements about people we’ve just met. Mostly based on body language. But did you know that your own body language will directly impact your mind? How you feel [...]
Why you should stop writing proposals
Early in my career I learned a harsh lesson.I was in corporate IT sales and uncovered a burning issue for a prospect. He needed a quick solution and asked me to create [...]
Trial, error and the God complex
Ever met people who thought they had all the right answers in their field? Doctors (especially surgeons), Politicians, Economists to name a few. People who, in the face of an incredibly complicated [...]
Why nobody cares about your product!
Nobody and I mean nobody wants to buy products or services. Whether it’s toothpaste, soap or high priced accounting services, no one cares about you or your product. They only care about [...]
Why you’re being ignored!
No matter what business you’re in, or what you sell, in a world of too many options and too little time, your prospects’ obvious choice is to just ignore the ordinary stuff. [...]
Want to sell more? Stop doing this…
Many years ago an ambulance service realised a significant number of their cardiac patients were dying. So they changed their KPIs to reflect this. i.e. Get the patient to the nearest hospital, [...]
How David really beat Goliath – a marketing parable
We all know the story of David and Goliath. The slight Israeli shepherd boy who beat the giant Philistine Goliath with a slingshot. But the story may not be what it seems [...]
How to get better a ROI from networking
Do you attend a lot of networking functions hoping to pick up business? If so, here’s a simple, but critical question. What’s your time worth? For argument’s sake let’s say you charge [...]
Choice, happiness and spaghetti sauce
I’m sure Coke shudders when it thinks back to the debacle of “New Coke” where they changed the formula and nearly had a revolution. Begs the question. “Is there a perfect Coke?” [...]
Two traps you may be falling into…
Are you anal about dotting the I’s and crossing the t’s? Getting everything just so. Waiting till everything’s perfect before taking action? If so, I’d love to have you as an accountant [...]
How messiness and frustration can make us more creative
This was the most exciting day of Vera Brandes’ life. It was January 1975 and 17-year-old Vera walked out onto the stage of the Cologne Opera House. The auditorium was empty. It [...]
Want to double your closing rate?
There is a fundamental axiom in selling. Who calls whom is very important.A prospect who calls you after researching you and your solutions is TWICE as likely to buy than someone you [...]
Why the currency of the new economy is trust
We’re moving into a world of “collaborative consumption”. Everything from Ride Share, Airbnb to even sharing your pets! A world where trusting a “stranger” is an essential part of the equation. What [...]