The best time to “get urgent” is when you least need to.

Complacency is ubiquitous and also highly contagious. I see too many sales teams merely moving through the motions with no accountability or consequence. There is little pride in what they do and few are prepared to fight for what they believe in.

Someone in your company needs to be, ‘the panic merchant.’  This person shouldn’t necessarily always be the CFO; though most are adept in its dark arts. You’ve got to get urgent for your own outcomes. Be hungry and sell like your life depends on it. Not all the time, but at the very least when you need to.

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Christmas is almost here bringing with it the season of loving cheer.

Retailers are rallying in hope of a bumper period, while other less active industries are winding down for a well earned respite and regroup for the New Year.

December is my silly season, every year I spend this time investing in my clients. I take a selection of my valuable clients out for celebratory lunches. We simply catch-up and share a meal, sometimes wine, but always meaningful conversations. This is not my time to sell, in fact there’s little business banter, rather it’s a moment to simply relax and reflect.  

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In business if you aren’t contributing to the lives of others, you’re either simply doing nothing or taking from them.

Many people think “selling” is the art of getting what I want. This is only partly true. The real movers and shakers in sales understand how contribution serves them and others. 

We all know people in life who take, so as we get older and wiser ― we don’t associate with these people for too long. Perhaps if we are really honest with ourselves we take more than give sometimes too. And this is easy to do, particularly when we get desperate.

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