Lone Wolf

Some years back, I was requested to take on a temporary secondment as a lone wolf within the IT division of a Fortune 500 Group. My assignment, as described by the Group MD, was to close £multimillion value deals, which were being lost because their technical geeks were meeting the client’s geeks and missing deals by…

90 Million Salespeople

   90 MILLION salespeople are in the developed and undeveloped world bringin revenues to their companies and supporting global liquidity. Sounds great doesn’t it, until we factor in the well-known Pareto Law that 80% of those salespeople only bring in 20% of the business; leaving the other 20% to bring in 80%. A proverbial problem…

Steve Jobs was Right

This famous quote by the late great Steve Jobs is 100% accurate 99% of the time  We’ve all seen presenters lose immediate credibility by using PowerPoint slides to help them remember what they are trying to communicate. Almost as bad are those presenters who at conferences put up slides full of text; and whilst we’re speed-reading…