Part 1: Artificial Intelligence and Predictive Selling

Artificial Intelligence

What does Artificial Intelligence have to do with Sales Coaching?………….   I’ve heard it said of many a successful person that they were just “…at the right place at the right time…” and by others that they followed their intuition……   Intuition is the ability to acquire knowledge without proof,

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The Entrepreneur Mindset

The Entrepreneur Mindset

Entrepreneurialism is a very interesting discipline, there are elements of being at the right place at the right (with tenacity in abundance) but there are also a definite set of personality traits which are common among successful entrepreneurs. Some people are born with them and others acquire them on their

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Building a Business with an Innovation Culture

Building a Business with an Innovation Culture

Just as an under nourished flower will wither and die, so will innovation if it is not cultivated and nurtured. There are countless examples of companies that failed to recognise the need to innovate and evolve, not seeing the signs and neglecting to act when they needed to.   Strategy

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Strategy Transformation: Reconnecting with the Entrepreneur

Strategy Transformation

In tough economic times,  many businesses and particularly entrepreneurs are faced with the challenge of evolving with the times or going out of business. But it is not only in tough times that some difficult decisions need to be made either about the future direction of the company or new

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Part 1: Dominating the Political Game in Sales

The Political Play

You may deny it but the game is being played…….Hence to ignore organisational politics in the world of High Value Selling is to do so at your own peril.   If you wanted to get ahead of the political game, what are some of the pieces of information that you

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The Exponential Benefit of Focusing on Middle Performers

Performance Bell Curve

Did you know that a 5% performance gain from the middle performers yields over 70% more revenue than a 5% shift in your top performers?   Good managers know that their time is a finite resource and when under the pressure of transforming their sales organisation as well as making

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Part 2: Tiger Woods – Great Sales Leaders are Balanced

Great Sales Leaders are Balanced

David Feherty isn’t one to shy away from making his opinion heard. After watching Tiger Woods rinse three shots in the water on live TV last week, debate over the 14-time major winner’s return is a hot topic of conversation. So no one should be surprised that the NBC announcer

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Part 1: Tiger Woods – Great Sales Leaders are Balanced

Great Sales Leaders are Balanced

Eldrick Tont “Tiger” Woods (born December 30, 1975) is an American professional golfer who is among the most successful golfers of all time. He has been one of the highest-paid athletes in the world for several years. Following an outstanding amateur and two-year college golf career, Woods turned professional at

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Part 2: Haile Selassie – Great Leaders develop Caring Connections

Haile Selassie

The Caring Connection leadership dimension measures one’s interest in and ability to form warm, caring relationships.   If you were to study any group of high performing group of people, you will notice that they genuinely care about each other.   Free download: Accelerating Organisational Change   When you score high

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Part 1: Haile Selassie – Great Leaders develop Caring Connections

Haile Selassie

Haile Selassie I (23 July 1892 – 27 August 1975), born Tafari Makonnen Woldemikael, was Ethiopia’s regent from 1916 to 1930 and Emperor of Ethiopia from 1930 to 1974. He also served as Chairperson of the Organisation of African Unity.   Free Whitepaper Download: Leadership Assessment Technology   At the

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Part 1: What Leaders can learn from Garry Kasparov about Strategy

Great Leaders have Strategic Focus

Garry Kimovich Kasparov was born Garik Kimovich Weinstein on 13 April 1963 and is a Russian chess Grandmaster, former World Chess Champion, writer, and political activist, considered by many to be the greatest chess player of all time. From 1986 until his retirement in 2005, Kasparov was ranked world No. 1

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Michael Schumacher – Great Leaders have Composure

Michael Schumaker - Great Leaders have Composure

Michael Schumacher born 3 January 1969) is a retired German racing driver. He is a seven-time Formula One World Champion and is widely regarded as one of the greatest Formula One drivers of all time. He was named Laureus World Sportsman of the Year twice. He won two titles with

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Part 2: Bono – Great Leaders Achieve Results

Bono - Great Leaders Achieve Results

In Part 1 I had a look at some of the defining achievements that Paul Hewson aka Bono has realised during the course of his career and with U2, the rock band which he sings for.   Achieve Results in our “leadership language” measures the degree to which you are goal

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Part 1: Bono – Great Leaders Achieve Results

Part 1: Bono - Great Leaders Achieve Results

Paul David Hewson, known by his stage name Bono, is an Irish singer-songwriter, musician, venture capitalist, businessman, and philanthropist. He is best known as the lead vocalist of rock band U2. Bono was born and raised in Dublin, Ireland, and attended Mount Temple Comprehensive School where he met his future

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Part 3: Sir Alex Ferguson – Great Leaders foster Teamwork

Great Leaders foster Teamwork

Foster’s Team Play in our leadership dialect measures a person’ ability to foster high-performing teamwork among team members that report to you, across the organisation, and within teams in which one participates.   It is likely that people whom report into a leader consider the quality of their teamwork to

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Part 2: Sir Alex Ferguson – Great Leaders foster Teamwork

Great Leaders foster Teamwork

The graduates of the Professor Elberse’s school of management explain why Ferguson was so good at teaching, motivating and disciplining young men from every part of the globe. At Harvard they ask students to examine how much leadership is about love, and how much about fear. The answer, perhaps predictably, is

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Part 1: Sir Alex Ferguson – Great Leaders foster Teamwork

Great Leaders foster Teamwork

Sir Alexander Chapman “Alex” Ferguson, CBE (born 31 December 1941) is a former Scottish football manager and player who managed Manchester United from 1986 to 2013. He is regarded by many players, managers and analysts to be one of the greatest and most successful managers of all time.   Ferguson

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Winners Announced for the 2016 Leadership Excellence Awards

Leadership Excellence Awards
Leadership Excellence Awards

Winners Announced for the 2016 Leadership Excellence Awards recognizing exceptional Leadership Development Programs in the Corporate Category %nbsp; LEAD2016 at Nashville, TN – Distinguished recipients of the Leadership Excellence Awards for 2016 were named earlier this month for outstanding achievements in leadership development and programs in the areas of Education,

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Part 2: Che Guevara – Great Leaders are Selfless Leaders

Che Guevara

Despite Guevara’s ubiquitous countercultural symbol of rebellion and global insignia in popular culture he ultimately was assassinated, which certainly implies that Che’ was unable to secure the support of some.   In Part 1: Che Guevara – Great Leaders are Selfless Leaders, I looked at some of the events and

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Part 1: Che Guevara – Great Leaders are Selfless Leaders

Great Leaders are Selfless Leaders

Ernesto “Che” Guevara, commonly known as el Che or simply Che, was an Argentine Marxist revolutionary, physician, author, guerrilla leader, diplomat, and military theorist. A major figure of the Cuban Revolution, his stylized visage has become a ubiquitous countercultural symbol of rebellion and global insignia in popular culture.   “The

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Part 2: Bob Marley – Great Leaders have Integrity

Bob Marley

“In 1976, at the height of Marley’s popularity, the streets of Jamaica were a war zone. The island’s two political parties, the People’s National Party (PNP) and the Jamaican Labour Party (JLP), were entangled in a deadly conflict.   In order to appease the warring parties, Prime Minister Michael Manley

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Part 1: Bob Marley – Great Leaders have Integrity

Great Leaders have Integrity

It was yesterday 71 years ago that Robert Nesta “Bob” Marley, OM (6 February 1945 – 11 May 1981) was born. Bob Marley is considered one of the most influential musicians of all time and credited with popularizing reggae music around the world, as well as serving as a symbol of Jamaican

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Dealing with Davos: Changing Leadership Paradigms

Great Leaders are Collaborators

So what does this mean for leadership? Well, the themes addressed at Davos are so complex and the consequences so far reaching, that the answers lie outside the sphere of comprehension of current leaders. One could reasonably state that autocratic, dictatorial or “old school” leaders are going to find it increasingly difficult to operate in the “new world economy” (which is dominated by technology & innovation) effectively.

Salesforce Essentials: Johannesburg

Salesforce Essentials 1

Here’s a few pictures from the first Salesforce Essentials event to be held in South Africa on Wednesday, 19 March 2014 at The Forum in Bryanston, Johannesburg. Image #1 Image#2 Image#3

Salesforce Essentials Event – Johannesburg

Salesforce Essentials Johannesburg

 SALESFORCE ESSENTIALS JOHANNESBURG – 19th MARCH We are happy to invite you to Salesforce Essentials Johannesburg on the 19th of March 2014. Salesforce has been ranked for the 3rd consecutive year the most innovative company by Forbes Magazines.   Discover with us the all-new Salesforce 1 Customer Platform with: Live Product

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The Trust Equation

The Trust Equation

You’ve probably heard it said before that people sell to people and that the ultimate relationship state for a sales person or organisation with their customer is “trusted advisor” status.   But all too often the term ” trusted advisor” is thrown around loosely and whether our customer or potential

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The Sales Velocity Equation

The Sales Velocity Equation

Too often we over complicate sales with complex metrics that are difficult to understand and don’t drive the right results or behaviors. Here is a simple measure that can help keep you focused on the most important issues that will help you drive revenue, it’s called the Sales Velocity Equation

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