While running a webinar for Warwick Business School in 2016, something quite unexpected happened. This particular event ran quite soon after the publication of . It was the...
How to Make Your Agenda Powerful
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Seven Ways to Build Extraordinary Trust
If you want to become more successful at selling, make sure that your customer trusts you. It doesn't matter what you are selling (product, service or idea), or who you are selling to (client, colleague or spouse). The more trust you engender, the more likely they...
How to Realise Big Goals
This article was first published on Sales Initiative on 23rd October 2014. My bet is that if you have been a reader of Sales Initiative for a while, you are the sort of person who is ambitious, driven and motivated by great achievement. No doubt you've done all the...
Taking Responsibility for Leading a New Team
When you are taking over responsibility for a new team can be an exciting time. The opportunity to innovate, refresh and transform the performance, while also adding to your credibility as a leader, and preparing you for greater things to come. It is also a time...
Five Reasons Why You Should Use More Force
Influence by force is common, especially in the workplace. You may be thinking that it is odious and should not form a part of your influencing approach. Yet, used in the right way, and in the right circumstances, it can dramatically accelerate your progress. The...
Turning an Adversary into a Raving Fan
Nita (a coaching client) had just finished an adversarial meeting with an important stakeholder (let's call her Sonja). It had not gone well, and Nita was angry and frustrated by the objections Sonja was throwing at her. After letting the feelings flow for a few...