Day

October 11, 2019
When I was interviewing with the GM Sales of a US multinational data management company, I asked him what his biggest challenge was. Without blinking he said, “Getting my sales reps to call higher.” If you talk to most heads of sales organisations, they will likely have this in their ‘Top three challenges’ list. ‘C’...
(Cracking the C-Suite code: HOW to creatively access the Boardroom) In my first post on this topic (“Creative Access to the Boardroom”) I spoke about why I recommend this approach. This blog (Part 2) covers the HOW. I am not a natural born business developer like my brother Rob. However, I have developed the ability...
Its 7pm on a Tuesday evening in Sydney. I’d just returned from doing a presentation to the Cisco and EMC teams in Beijing to fill in for my VP Sales who decided last minute that he’d dial in from the US. My baby girl Isabella is snuggled up next to me on the bed listening...
We live in a VUCA (volatile uncertain complex ambiguous) world and the complexity and pressure is only increasing. I don’t believe that we are evolving fast enough as a species to cope. Account Managers are the engine of the business and while you wouldn’t run the engine of your car into the ground this is...
Just when you may have thought you’ve exhausted all angles to progress your account management career with a balanced lifestyle, there are more answers right under your nose. Read on! In fact, if you pay attention to the next breath escaping your nostrils, you’ve triggered a micro calmness in the nervous system and less busyness...
As I stood there in front of my father fighting back the tears, he gently placed his hand on my shoulder and said, “you kids are ‘citizens of the planet’”. I thought quietly to myself, “Dad, thanks for that and I know you are just trying to help…but Citizens of the Planet?!…oh man”. Little did...

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