Blog & Recent News

Three Qualities of Powerful Leaders The position of Chief Executive Officer of a company is more than just another job. It represents the brass ring, the pinnacle of achievement, and the culmination of a career. However, the day that you start as a CEO is the first day of the hardest job of your life. It is the day you take the success of the company and the welfare of […]

7 Steps To Get Into A CEO’s Head The surest path to success is to follow those who have already made it. It’s common sense, but difficult to put into practice, since not everyone who has built a business empire is always willing to put their secret to success on the table. Furthermore, there are plenty of conflicting opinions floating around on the web today, making the task of sorting […]

Psychology of Selling Many senior executives, and other business professionals, will still cling to the mantra that: ‘People buy people first’. This is the belief that has underpinned the psychology of selling. Yet if this is still completely true, why do Amazon and eBay, among many others, run hugely successful operations where customers never meet or talk to another human being? In this article, let’s examine how the ‘psychology’ might […]

4 qualities that every successful sales person has in common It is no secret that a successful sale ultimately comes down to the human element. And while developing every aspect of your sales funnel is crucial, transforming interested visitors into die-hard followers will always take a human to human interaction. This is why hiring top-tier sales people is absolutely essential. It shouldn’t be news to any savvy business owner, but […]

Cold calling’s not dead If the thought of cold calling leaves you cold, you’re not alone. In the digital age, an email is quicker and easier. But is it more effective than cold calling? No. Even a well-thought out email campaign sent to highly-targeted prospects will rarely be opened. Unsolicited email, whether it’s targeted or not, is still viewed as spam. If your prospect isn’t expecting email communication from you, […]

Listen to customers, and then listen properly Average salespeople can manage the first of these, except that this could often be re-titled as: pretend to listen to customers. The best sales executives will work hard and concentrate keenly on managing the second. Below, are ways to demonstrate this; and another vital ‘listening problem’ to consider. Here’s a simple exercise to demonstrate this first point Gather a group of eight people […]

The next generation of leads: a place to boldly go! The more experienced reader might remember that lead generation used to be all about thumbing through directories. Yet, even at their best, these were providing what you might term ‘cold leads’, because no enthusiasm had been expressed by the person who didn’t even know they were about to be contacted! Nowadays, in a connected world, there are more interactive and […]

InvestmentNews Would Not Let You See This: Winning new Financial Advisory clients inevitably involves persuasion. It’s critical to get YES instead of NO from prospects and referral sources while building trust and rapport. Winning clients takes time unless it’s hot referrals. Even then rejection is a possibility during the “sales cycle”. This article reveals breakthrough research to overcome rejection and addresses 4 key factors: Impact of rejection on the Financial Advisory […]