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social media for business

Why Social Media is Good for Business

Posted on September 6th, 2016

  Social media is hard to ignore – it’s everywhere. People use it to communicate, to share, to speak with their friends, to build their networks, to seek recommendations, to follow and make decisions around brands. It doesn’t look set to go anywhere soon – the number of reported social media users was up 10% last year.   Read More

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Storytelling sales

Storytelling in Sales – 4 Steps to Craft a Compelling Narrative

Posted on August 19th, 2016

  According to many of the world’s most pre-eminent cognitive scientists, an appetite for storytelling is hard-wired into the human brain. From ancient legends and heroic folk tales to modern-day TV boxsets, we humans have been telling each other stories for thousands of years. And as new research has shown, we don’t do it simply Read More

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Muhammad Ali

3 Lessons In Greatness From Muhammad Ali

Posted on June 19th, 2016

  Perhaps the greatest sporting icon of the twentieth century, Muhammad Ali deserves to be remembered around the world for his flying fists and indomitable persona. “Muhammad Ali was the greatest” wrote Barack Obama in one of the more significant tributes to the late superstar athlete: “He shook up the world, and the world is Read More

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Leicester City FC

How to Build a Winning Team – 5 Lessons From Leicester City FC

Posted on May 20th, 2016

With previous claims to fame relating largely to an association with Walkers Crisps and to the unexpected discovery of the remains of King Richard III, Leicester City – an East Midlands city which lies on the River Soar – has suddenly been inundated by top journalists from all over the world.

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David Bowie

Embracing Change with David Bowie

Posted on February 6th, 2016

David Bowie has appeared all over the press in recent weeks. Every newspaper and media outlet in the country seems to have been celebrating the life of the late singer-songwriter who inspired so many millions of people over the course of his career.

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Lead a Team

ILS – Inspirational Leadership Skills

Posted on January 29th, 2016

Inspirational Leadership gets results. It’s about recognising that your most precious possession is the people who work for you, and having the skill to draw out the very best in their performance.

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Star Wars leadership

Star Wars: The Force Awakens – Leadership Do’s and Don’ts

Posted on December 18th, 2015

When Disney paid $4 billion for Lucasfilm three years ago, it was surely only a matter of time before Harrison Ford, Carrie Fisher and Mark Hamill would be donning leathers and lightsabres again, due to return to a long time ago in a galaxy far far away…

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The Intern movie

Leadership Lessons In Mentoring – ‘The Intern’

Posted on November 12th, 2015

Starring Robert de Niro and Anne Hathaway, comedy drama The Intern was released in cinemas across the UK in October. ‘The intern’ of the film, Ben Whittaker (de Niro) is a 70-year-old widower growing restless in retirement who decides to apply as a senior intern at an online fashion site founded and run by thirty-something entrepreneur Jules Osten (Hathaway).

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The Energy Bus book

The Energy Bus – Book Review

Posted on October 3rd, 2015

Since it was first published, millions of people worldwide have read The Energy Bus. Overall, it is a good read: well-written and light-hearted, The Energy Bus introduces the importance of positivity to anyone wishing to get more out of their life and work.

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Confidence

How To Strengthen Your Confidence

Posted on October 1st, 2015

We each have two voices in our head – one says you’re great, you’re having a good day. The other says you’re going through a weak patch, you’re not at your best. Which is the stronger? The one you feed.

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Success is caught

Success Isn’t Taught, It’s Caught

Posted on September 15th, 2015

Your ability to get going rubs off on other people and boosts their performance. No question. The more energised, joyful and alive you feel, the more energised, joyful and alive those around you will feel – just as a result of working with you.

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Win new business

3 Keys To Winning New Business

Posted on August 26th, 2015

You’re involved in a major sales pitch. After months of work you’re told, with regret, that you have not won the business.

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stay focused

Focus on the Outcome

Posted on June 16th, 2015

In sport, the performing arts and business, focus is essential, but what exactly is focus? Focus is a quick form of mental preparation. To use it, simply lock your mind on to the picture of the outcome you want.

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negotiation

Is That Negotiable?

Posted on June 2nd, 2015

Imagine you sell telecommunications solutions and you are making your final presentation to the board of a call centre provider.

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positivity at work

Positivity Lifts Results

Posted on May 19th, 2015

New research in psychology and neuroscience has confirmed a hard link between mindset and success. Positivity in the workplace produces measureable results.

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Credibility-200x135

Build Credibility – Be a Specialist

Posted on April 1st, 2015

What do you bring to the table? The more you specialise in an industry, the better sense you will have of the problems and opportunities that can be uncovered.

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Price crumbling

Don’t Be A Price Crumbler

Posted on March 3rd, 2015

So you have identified a potential customer, built rapport with them and used your sales skills to get them to want to buy from you. But once they have decided to buy, they turn their attention to getting the best deal, the best price, the best terms. They start to negotiate.

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Brain2-200x135

Neurochemistry In Leadership

Posted on February 6th, 2015

One person tells you something kind and respectful, another person says something critical and negative. Which will you remember longest?

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Solution selling

Are You Selling Solutions?

Posted on January 25th, 2015

Since time immemorial, converting features into benefits has been ground zero for sales skills. But it’s no longer enough. Your customers have heard it all before and they’ve stopped listening.

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Risk-200x135

How Well Do You Reduce Risk When Selling?

Posted on January 20th, 2015

Are you a safe supplier? Buying is a risky business. If you want to persuade customers to buy your solution, you must first convince them that the risk of doing so is low.

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Sell against competition

How To Sell Against Competition

Posted on December 9th, 2014

When you cut away the layers selling against competition, comes down to one core concept – Sell The Difference.

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The Power of Encouragement

Posted on November 21st, 2014

Do you perform better when you receive encouragement? So does everyone. Part of your job as a leader is to encourage those around you.

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Conflict

8 Ways To Build Your Resilience

Posted on November 5th, 2014

Resilient people in leadership and sales roles cope well with high levels of pressure and bounce back quickly from setbacks. Resilient people cope well when the going gets tough.

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Bring More To The Table Than Just A Sale

Posted on October 20th, 2014

Imagine your business in five years’ time. Assume you have six new competitors all offering the exact same product at a similar price. These organisations have set up in your vicinity and market themselves in a similar way. Competition is massive.

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Four steps to better selling

Four Core Steps To Better Selling

Posted on October 16th, 2014

To better understand the structure of the sale it is useful to visualize a conceptual black box. This black box has four separate controls. It’s portable and weighs about three pounds. At the start of every sale you take it out and begin by turning control ‘1’. You continue to turn it until you get the desired reaction.

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Listen-blog-200x135

Give People a Good Listening To

Posted on October 15th, 2014

Leadership is about building emotional intelligence. A key attribute of this is the ability to listen and learn from others.

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one-in selling

The Power Of One In Selling

Posted on October 13th, 2014

If you’re like most people, you target your sales efforts on the relevant departmental manager: head of IT, head of manufacturing, head of finance. However, if one of these managers has a proposal that requires funding, who is their only source of funds?

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Sales follow up

Are You A Master Of Sales Follow-Up?

Posted on September 30th, 2014

Successful sales managers know that the sales person who masters follow-up, masters selling. Just like a golf or tennis shot, the power is in the follow-through.

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Fun at work

Fun Is A Great Business Lubricant

Posted on September 8th, 2014

Focused leaders set high goals and are intolerant of shortfalls. That’s normal. However beware the trap of everyone feeling pressured and no longer enjoying themselves.

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Enth-200x135 (1)

Nothing Great Was Ever Achieved Without Enthusiasm

Posted on August 12th, 2014

How we say things is often more important than what we say. Communication and energy cannot be separated. Communication is an inside-out process.

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