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“Deiric has made a bottom-line impact on me and my business in two different areas. The first is via his considerable expertise in sales, as a very gifted, engaging and irreverently funny expert presenter at our annual Profiles International conference. The second is as the co-author of ‘Leadership Charisma’, a very practical, thoroughly researched and well-written ‘how-to’ book that every person who wants to become a more effective leader should read – and heed. Deiric McCann has my strongest professional endorsement”

Russ Minary, Brand & Talent Management Thought Leader

Deiric McCann

I joined Profiles International in 1998, initially as National Director for Great Britain & Ireland, and since 2004, as Executive Vice President with responsibility primarily for development of Profiles’ European and SE Asian operations.

I directly support our partners (trainers, coaches and consultants) in growing their businesses – especially through helping their clients to develop more effective leaders.

I have written 4 books: Winning Business Proposals (3 editions since 1994), The Customer Continuum & The Business Bathroom Bible. I also co-authored 40 Strategies for Winning Business and Leadership Charisma (2011).

Over the last 20 years I’ve also had more than 1,000 articles published worldwide.

In 2012 I completed an intensive post-grad Diploma in Business & Executive Coaching with Smurfit Business School (UCD), graduating with ‘distinction’, and formalizing my years of ‘on the job’ coaching experience.

My real passion is speaking – there’s nothing I love more than speaking to large groups on subjects I feel passionate about – e.g. Leadership Charisma, Mindful Leadership, and Building Resilient Leaders.


Deiric McCann

Latest Articles from the Blog

Celebrate!

Are you guilty of ‘celebrating’ your failures more than your successes? Too many of us are – and it holds us back from achieving what we are truly capable of. With most people successes are all too frequently taken for granted – discarded almost as soon as they are achieved.  “Sure, I did win that, but what about…”.  Failures, on the other hand, tend to get much more focused attention, post mortem analysis and attention.  Don’t get me wrong – it is important to look at failures to see what went wrong, what lessons can be learned from them, and what we can do to avoid the same failures in the future. The problem is that all too often we dwell morbidly upon the detail of our failures, working them through our minds over and over again, beating ourselves up for allowing them to happen – instead of looking at what we can learn from them to avoid a recurrence. Earl Nightingale said that “you become what you think about most”.  By continually priming your mind with details of your failures you program your ‘Reticular Activating System’ (RAS) to seek out opportunities for more of the same – more opportunties to fall on your face.  Too much time focused upon your failures rather than your successes has the opposite effect to that you desire– programming your brain to seek out more opportunity for failure. Just about every day you achieve something positive, however small.  The trick is to identify that success and celebrate it.  It’s not enough to take these small steps forward, you must congratulate yourself on your progress and... read more

SALES LEADER? SALES DOCTOR!

Sales are the life’s blood of every organization – without sales we wither and die. Are you and/or your salespeople selling as much as you should? If a salesperson goes off track then, before looking for fancy reasons or investing in expensive solutions, sales leaders should first use this simple systematic diagnosis to check the basics first. What causes low sales? Assuming your product, market demand etc are all OK and the issue is with your sales efforts then there are two basic problems.  Either the salesperson is not getting in front of enough people or, when they do, they are not getting as far as a “yes”.  Which is it? Coach them to be honest, and go to either “1. Too Few Presentations” or to “2. Not Closing” below. 1. Too Few Presentations/Face to Face Sessions There are two main reasons salespeople don’t get enough one-to-one meetings. Is the problem that they “1a. Can’t Generate Enough Prospects”?  Or could they potentially get enough prospects but have problems with “1c. Poor Time Management” and therefore cannot get face-to-face with enough of them? Decide where your stumbling block lies and then read on from that point. 1a. Can’t Generate Enough Prospects If the problem is one of a prospect drought then as sales leader you need to act urgently – once your prospect pipeline dries up you are living on borrowed time.  Has your salesperson a clear sales activity plan like the one I wrote about recently?  If your salespeople haven’t created and implemented plans to reliably hit solid sales activity targets then you haven’t a hope – first coach your... read more

ELEMENTS OF GREATNESS

Do you want to be known by those who come in contact with you as someone who has a great impact on the world at large? You can be – greatness is a choice: and you can make a key decision to be great right now. Before you read on watch this two and a half minute video. Greatness Knows No Borders. The desire for greatness is universal.  I play this video all over the world and it has a completely predictable effect on all people – regardless of cultural or language barriers: it moves them. It ALWAYS stills the room and audiences are ALWAYS quietly thoughtful after the video – but it’s a strangely tense calm. Whilst the video calms the audience it also challenges and unsettles them. You can tell that all of them at that point, to a woman or man, want to be great.  But despite the apparent clarity of the video’s message many seem conflicted and uncertain. If that’s your reaction then let me toss in my two cents in on what I have observed drives greatness, and what I think anyone wanting to be great needs to do before doing anything else. It is abundantly obvious when you observe those we regard as great: greatness is not a question of DNA or a personality trait, it’s not something you either have or do not have. Great people are not born great. To paraphrase Stephen Covey in the ‘8th Habit’ “great people become great by making choices – by deciding to do the things that great people do”. And the most important of those... read more

WORLD CLASS SALESPEOPLE – WORLD CLASS SALES

When Vilfredo Pareto formulated his famous 80-20 rule in 1900, I wonder could he have guessed that 100 years later his rule would apply to sales in organisations like yours – with about 20% of all salespeople making 80% of all sales. Research consistently demonstrates that over half of those in professional lack the basic attributes required for success in this difficult profession – attributes that World-Class salespeople possess as natural gifts or develop through training or single-minded focus. Of the remaining half, half of these again have the potential for success in some form of sales, but are currently selling the wrong product or service – leaving just about 25% who sell about 80% of the world’s products and services. Scary. That’s why it is so key that all those of us with responsibility for driving our businesses forward have a keen understanding of the attributes that make for World-Class Salespeople – so that we can hire more of them. It’s also key if we are to recognise where any struggling salespeople on our team might need training or support. Run all of your salespeople against this list of the ten attributes that World-Class Salespeople share in common: Irrepressibly positive attitude.  All of their glasses are half full and every cloud they encounter has a silver lining. Knock them down nine times and they stand up ten. Without this iron optimism a life in sales is a stressful and daunting existence. Do your sales heroes live in a partly cloudy or partly sunny world? They understand that sales is a numbers game. They don’t lose their cool when... read more

BLAST FROM THE PAST 1: BUSINESS PROPOSAL COURSE

Blast From The Past is something I’ll feature here regularly from now on.  Each ‘blast’ will direct you to one of the most popular posts from my back catalogue – these are the posts that my statistics tell me generated most interest from you, my readers. This first one is a beauty – a FREE course on writing first class business proposals. Enjoy! Faced with writing a business proposal – and dreading it? Don’t worry! I’m going to share my best tips for writing a business proposal, and highlight some great articles and tools that will make your business proposal unbeatable. I’ve been writing proposals for more than 20 years; I’ve written dozens of articles on the topic, and even a bestselling book. Take my FREE Business Proposal Writing Course  and we’ll start by looking at how to analyze a request for proposal or request for information to determine the client’s REAL requirements. After that I’ll walk you, step by step, through a great way of turning that RFP analysis it into a compelling solution to your client’s requirement – the solution the client would design if they could. You’ll start to beat your competition before you write a single word – because I’m also going to show you how to design a business proposal strategy that sets your proposal up to win long before you even power up your PC. We’ll even delve into analyzing the psychology of your prospects to ensure that you use language that will positively influence them. After that preparation we’ll take on the critical next step – we’ll start writing yourWinning business proposal.... read more

LEADERSHIP CHARISMA – THE ROLE OF VISION

Vision is a critical component of Leadership Charisma – the quality we attribute to a leader when her/his people are so fully engaged that they enthusiastically contribute their best possible efforts to the the achievement of the organization’s goals. In the first post in this mini series you saw that the largest research study ever undertaken into the subject of charisma showed that what we traditonally call charisma in a business leader is nothing more than the reaction of people to a specific set of behaviors the leader demonstrates. And because charisma is all about behavior anyone who is motivated to understand and honestly assimilate the behaviors of charismatic leaders can raise the charismatic impact they have upon their people – raising with it employee engagement and productivity. This post and the next posts that follow look at the behaviors that are typical of charismatic leaders – make them your behaviors and you can raise your charismatic impact on your team. A vision is successful when it “speaks” to a wide audience, tells an engaging story that people want to be a part of, challenges people, and creates a sense of urgency Mark Lipton, author of “Guiding Growth: How Vision Keeps Companies on Course “ Vision is key Really probe anyone who has every worked for a truly charismatic leader – one who inspired her or him to engage fully with their work and contribute the very best they are capable of – and one of the things they will inevitably talk of is their leader’s vision. Every organization must have a vision statement of some kind  – it’s... read more

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