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Stop Misusing Quotes to Make Yourself Feel Better
Listen, there’s no easy way to say this but... you are not going to change the world if you are not in the business of changing the world. Ghandi wasn’t encouraging you to streamline your organisation’s selling process when he said you should “be the...
Offended? Don’t be a Baby
“Whatever happened to creativity? Whatever happened to the passion? Whatever happened to speaking one’s mind? I'll tell you what happened. The kids aged, but never grew up. A baby can whine if it does not like something because it doesn't know better. What's...
Sales Die, Grow Up
Losing a big deal can be a nightmare, right? For your organisation, sure, and for you as a leader – if it’s big enough the chances are the buck stops with you. But that’s no excuse for failing to manage your people properly when things go belly up. Come...
Weak Leaders & Bullshit Quotas
If I was a sales rep, I would be gnawing my own arm off in frustration when it came to end of quarter. I honestly can't get a proper handle on what's going on with quota setting, but I know that it smacks of weak leadership and sales reps getting a very, very...
Punching Ronaldo in the Face: Anger & Envy in Sales
I am yet to meet anyone who wouldn’t like to punch Cristiano Ronaldo in the face, even just a little bit. I’m not a violent person – I’m sure you’re not either - but there’s just something about him, right? (Cristiano, I’m sure you’re an avid follower of the...
Why Everyone is Sh*t at their Job
Fun fact before we get started: I very nearly called this piece “Why I want to punch through a f**king window some days”. The more you know, eh? Yesterday I got an email from a corporate trainer who specialises in adding value by improving people’s...
Brexit’s Big Reminder to Sales
Well, what a week it’s been. Now watch me squirm while I try to navigate a tricky political subject while maintaining an (entirely fictitious) air of impartiality. This must be what it feels like to be a BBC journalist. ANYWAY, just to give you a...
The Internet is F**king Eating Itself: Sales & Social Personalities
Every time you click ‘Like’ on a boring LinkedIn article, a fairy dies. Every time you tweet your thanks to some Twitter headshot for their bland, limp sales insight, Zig Ziglar spins in his grave. Probably. Recently I was talking to a friend who is the...
Daring to be Different… Like Everyone Else
Differentiation is hard. That’s why there’s a lot of frustration about it in sales—VPs, execs and managers, all pulling their hair out because their teams are struggling to grab the right attention and communicate their value properly. The same questions are...
