Category Archives: Ideas

Opportunity Creates Capacity

OPPORTUNITY CREATES CAPACITY… Not the other way round Take your business goals, customers and market position(s) to new levels and places,  leverage your capabilities into adjacent and new markets, as well as redefining your core market offerings to set new rules for competition. Make connections and deliver insights,  combine the science of analytics with the… Read More »

Meetings 101

We’ve witnessed a few meetings recently that have been inefficient, ineffective and in some cases detrimental to the business that was holding them. Some of those meetings could have been saved by good planning, some by good process, others by better facilitation, and one or two by not happening at all. Here’s a quick check-list… Read More »

How To Ask High-Leverage Questions

High- Leverage questions are a unique kind of open-ended question.  They require people to do more than respond and carry on a conversation—they require people to engage in high-level thinking that may produce new insights or value.  In their simplest form, High- Leverage questions may ask people to evaluate or analyse, speculate, or express feelings.… Read More »

Creating A Person Specification Before Hiring Someone New

A really useful document to create when you’re thinking of hiring someone new is the person specification.  It specifies the kind of person best suited to fill the job.  The real value is in the conversations you have whilst creating the specification.  That allows you to really think through what you need for the role.… Read More »

Harry Potter MBTI Style

Don’t know your Myers-Briggs personality? Take the Myers-Briggs test and see which Harry Potter character you’re most like! This awesome graphic was posted by Imgur (click the link to get a full sized chart that’s readable).  Devised by GoodDieYoungButGreatAlwaysLast. Related Posts Coaching and Mentoring are Critical in Today&#8217… Think Global, Act Global The Evolution Of Performance Why Family… Read More »

Selling…Innovations in Influence

Our new sales course is the product of our research into what’s really working for sales people in the field right now, bringing the best practices we’ve seen together with the theoretical framework to create a two-day sales course that gives sales people the skills, knowledge and confidence they need to influence more effectively, creating greater sales… Read More »

Channel Management – Working With Distributors

Beware Black Widows and Vultures! Working with distributors creates a whole menagerie of animal-like selling and buying behaviours. ‘Pure partnership’, ‘consultative selling’ and ‘key account’ principles do not always apply quite so neatly in the world of the reseller and a different perspective must be taken to ensure sales success. Working through distributors and wholesalers… Read More »

What Can Really Be Achieved In A One-Week Sales Effectiveness Diagnostic?

Actually, a lot! Prioritising where to focus scare resources to improve the output of a sales organisation can be challenging. The one-week Sales Effectiveness Diagnostic is designed to give you immediate actions to improve sales based on comparisons with latest sales best practice research. With an intense programme of field visits, data review, interviews and… Read More »

Speed To Competency: A Blueprint For How To Find And Keep Good People

To Find And Keep Good People is the key to success. Your organisation needs to be aligned for greater performance, profitability and engagement. Speed To Competency provides a Blueprint that covers the employee’s contribution from joining the organisation through to long-term meaningful career pathways that continually add value to the organisation’s vision and purpose. Speed… Read More »

The Only Problem Solving Technique You’ll Ever Need

When solving problems a common mistake is to do things the wrong way round, that is to spend too much time (and often money) on possible resolutions rather than the problem itself. Resolution searching feels like problem solving but it isn’t really, no more than agonizing over  a new item of clothing is going to solve the problem of  not… Read More »

Flight of Passage – A Relentless Short Story (How Perseverance Wins the Day)

Flight of Passage: – A Relentless Short Story is a short narrated by Beta Band frontman Steve Mason featuring skateboarder Ben Nordberg. Directed by James Gardner, this short is slightly magical because of how seamlessly the story of Steve’s rise and Ben’s ultra-relaxed skate style weave together to highlight how perseverance, persistence and dedication are… Read More »

How To Be An Unorthodox Teacher

Bertrand Russell’s 10 commandment for Teachers:  Nicely spikey and iconoclastic and potentially very unsafe. The opposite of how many teachers  behave. Is teaching orthodoxy learned  or culturally imbibed? How would OFSTED rate this Liberal Decalogue? 1. Do not feel absolutely certain of anything. 2. Do not think it worth while to proceed by concealing evidence, for… Read More »