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How to Onboard New Hires: Show & Tell
Ramping new sales hires can be hard going for leaders and execs. There’s a lot of negativity associated with the whole process, from snarky comments about “baby-sitting” round the watercooler to resentment about the fact that you’re involved when you’ve got...
Year-End Nightmare: Sales Leaders Giving It Away
If you don’t remember or haven’t seen the above episode of Blackadder, it’s one where Edmund finds himself desperate for money, needing it quickly, and selling Baldrick’s ‘services’ at the local docks to make some pennies. It’s relevant here because the...
Sales Leaders: Time to Open Your Eyes
Things used to be simpler in sales. We used to be given a number – a number that, generally, was just that little bit out of reach... At the end of the quarter we hustled hard to ensure that we hit that number. If we didn’t, we got the kind of public dressing...
Improving Your Internal Comms Using Visuals
“I’m a great believer that any tool that enhances communication has profound effects in terms of how people can learn from each other.” - Bill Gates Like many of you, the first thing I did this morning was to grab my phone for a quick skim of my emails....
How to Make the Move to Strategic Sales Relationships
I spend a lot of time in a lot of sales departments all over the world. Many of them are regional offices for globally dispersed sales teams, some of them are the main offices for smaller carriers and dynamic start ups. It’s an exciting way to work, and it...
Presenting 101: Structuring Your Story
So far our ‘Presenting 101’ series has looked at the importance of establishing and leveraging the presenter-presentee relationship, ensuring you’re making the most of your time as a presenter, and why the visuals you’re using aren’t helping. In this fourth...
Visual Comms are for Everyone – Not Just Designers & Artists
I spend a lot of time talking and writing about the benefits of visual comms, and introducing those ideas into the daily workings of some of the biggest, brightest and best companies in the world. But some companies are so used to sending any visual work to...
Project Plan Document Example
This is an example of a written Project Plan. Presented to the customer in the early stages of a sale it outlines the required actions, decisions and their dependencies - as well as its continuation into an implemetation. Deliver draft proposal to ABC Corp...
Be a Better Learner to Be a Better Leader
The world, your job role and your marketplace are changing. We talk like this all the time in sales pitches right? Trying to highlight some tension between the capabilities of our customer and their more heavily-armed competition, or between their product...
