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Toolkits
Some years ago, when we found out we were pregnant with our first child, my wife correctly pointed out that a baby seat wasn’t going to fit safely in the back of my 2 door car. A friend had highly recommended I check out the BMW X5. So, I went down to the local BMW...
Many of you will have territories or clients that span different countries and cultures and will be working in multicultural workplaces. Having a global mindset and increasing your cultural awareness will be key to leading effectively in this environment.  If this sounds like you then this section is for you. STORY: (Changed name for privacy)...
“I can’t change the direction of the wind, but I can adjust my sails to always reach my destination.” – Jimmy Dean We are living in a time of exponential growth in data and choice. The rapid growth in choice has become hugely distracting for our clients and is beginning to make everyone look and...
TOFU stands for Taking Ownership and Following Up and comes from the Cohen Brown management consultants. Saying you’re going to follow up (with a customer – internal or external to your company) and not doing so disrespects your customer. Yet it is unbelievably common. TOFU is about saying “I have the ball now and I...
Tom Mendoza, Vice Chairman of NetApp and one of my favourite business leaders with whom I’ve had the honour to work, often quotes Theodore Roosevelt and says, “People don’t care how much you know, until they know how much you care.” Tom’s ability to lift people up when they are down or to stretch them...
As far as we are concerned, the gold standard for personality assessment tools is The Enneagram. It looks at the roots of why you show up with that personality and it is a highly powerful way to know yourself, your team, your boss and your clients and know what’s driving them. Out of the hundreds...
“In times of great change, clarity is disproportionately rewarded” If you want to make a lasting impact on your team and your customer’s business as a strategic leader and not just as an average account manager, we recommend reviewing the following 4 frameworks and incorporating them into your strategic planning. Business Frameworks are useful tools...
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...

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