I live in a world where I am required to continually raise the performance of my sales team worldwide.

Any time I come across an idea that I find successful in my own business I like to write it up as a blog post to share it others who are also focused continually on raising sales performance.

Here’s a selection of those articles…


Apologies to my readers for my apparent disappearance off the face of the earth (and many thanks for your messages enquiring as to where I had disappeared to). Pressure of work and travel is preventing me posting at present – normal service will be restored shortly! However, I had to break briefly to acknowledge the contribution made by Steve Jobs to our world – and, indeed, to our book ‘Leadership Charisma’. I think one of the greatest tributes one can pay the man is to take some of the oh so positive messages that he delivered in his now famous commencement speech at Stanford.  Perhaps his greatest messages is, to paraphrase, that we all end up meeting death – and therefore we need to focus upon squeezing from life all of the joy and success we can.  I’ll let him speak for himself. ... read more


This is the third post in a series that shows you how to write a book that will put your career on a faster track and dramatically improve your personal brand. For an overview of this series on how to write a book have a quick read of the first post before reading on.  If you’ve already read the first post then I recommend that you read the second post too – this step will make more sense when you’ve done so. In Step 1 you started the process of capturing onto your ‘war room’ walls all of the ideas and topics you have had flying around in the back of your mind since you first started thinking that you might write a book – one idea or topic per Post-it.  This is an exciting time – as all of the ideas you have make it to paper you starts to get a hazy idea of how your book might look.  After all of the time you spent thinking about it it’s exciting to finally be doing something concrete to make your book a reality – that’s Step 2: ‘Structure Your Book’. Step 2: Building Momentum Step 2 consists of three actions After a few weeks or months (depending on how much you throw yourself into the process and upon the scope of your book) you will have completed a ‘brain dump’ of most of those ideas and you could start to run out of steam. Of course, as we discussed in the last post, your subconscious (your Reticular Activating System) will still remain alert for any potential topics that come up... read more
FREE Business Proposal Course

FREE Business Proposal Course

This FREE business proposal course takes you step-by-step through everything you need to know about successful proposal writing. This blog has a real wealth of proposal guidelines and tools that will make your proposal writing more effective than it has ever been. There’s nothing to stop you simply browsing all articles under the category ‘Writing Business Proposals’ and the many links in the various articles. But if you want to get a step-by-step overview of what it takes to write highly successful and persuasive business proposals then follow the course below. The course starts out by looking at a definition of a ‘Winning’ business proposal – and then goes through the entire proposal writing process: from making the ‘bid/no bid’ decision, through analyzing the client requirement & building a winning solution – all the way through to what to do when you get the client’s verdict on your efforts. Each one of the 12 modules provides practical tools and tips on how to produce proposals that are vastly superior to those of your competitors. I suggest you start at the first step in the process below and work your way through the entire proposal process – step-by-step. But if you’re just looking for guidance on one of the areas mentioned then simply click on the link that most interests you. This is the only instant business proposal course anywhere on the internet – enjoy! FREE Business Proposal Course Step 1: What is a Proposal? Step 2: Should we Bid? Step 3: Analyze the Requirement Step 4: Develop a Winning Solution Step 5: Run a Pre-Proposal Review Step 6: Select a... read more


Positivity is an essential constituent of inspring, engaging leadership. After a post entitled ‘A magic number for leaders’ a few weeks ago I got a lot of emails asking for more information about ‘The Losada Line’ and its usefulness to leaders wishing to develop a leadership approach that would engage their people more effectively. Here’s a 6-minute video extract from a recent talk where I spoke on the essential role of positivity in leadership. Have you ever met anyone a successful charismatic leader who had a negative outlook?   No! And you never will. Positivity and optimism are characteristics that are absolute essentials for sustained charisma – and optimistic leaders make a point of creating positive environments where people thrive. No one is attracted by someone who makes them feel less good about themselves or their situation – we don’t need anyone’s help to feel bad, we can achieve that all on our own if we want to! Inspiring and charismatic leaders impact others with the power of their positivity – that’s engaging leadership. Positivity Is Decisive Positivity is obviously a good feeling – just looking at the face of an optimistic person tells you that straight away.  Optimists glow with the positive effects of their disposition. They have endless energy, enthusiasm and belief in themselves and others. Get talking about the future with an optimist and they’ll paint you a rich picture of a much better time and place – somewhere you’d really like to be, and somewhere that you’d likely be willing to invest a little extra energy (and engagement) in reaching. We all want to be inspired in... read more


Leadership Charisma  – The Audio Book Charisma for its own sake is good for little more than your ego – but put it to work in service of your business and its impact can be enormous. Focused properly, Leadership Charisma fosters an environment where every one of your people has a positive and energetic attitude, is emotionally and intellectually committed to your vision, and is inspired to contribute his or her very best. In this book you’ll read how new research with more than 40,000 leaders worldwide shows precisely what successful charismatic leaders do to develop their personal and commercial charisma. Following our step-by-step guide you will not only learn how to be more personally charismatic, but also harness your charisma to achieve superior bottom-line results for your business. You’ll discover: The four-step Leadership Charisma Model that will make you a more charismatic leader. How to make a charismatic impression on everyone you meet. How to dramatically increase the charismatic impact of your one-on-one communications. How to make your talks and presentations charismatic. How to manage your people for maximum engagement, productivity and profitability. To listen to, or to download, the latest chapter press the ‘continue’ link. Test Driving ‘Leadership Charisma’ – In Audio Form Leadership Charisma is one of the most attractive books you’ll ever read – we produced it in full color, on great quality paper, to make the content more accessible (have a look at a sample chapter here), and to allow us to provide better illustrations of key concepts.  So an audio version is not the ideal test drive!  However, it will give you a great insight into the... read more


  Sales and selling are always important – the selling effort is the beating heart that keeps successful business fit and healthy.  When the sales process goes wrong it is often because some simple but important aspects of the sales process have been allows to slip. The first step in stopping this sales-killing rot is awareness: be aware of the bad habits that can slip into your selling or that of your people.  The second step is auditing – keep your eyes open for signs of sinning and, when you spot them, nip them in the bud. In the first post in this two-part series we looked at the first five of the ’10 deadly sales sins’.  Here are the last five.  If your sales go on the slide then, before you start to look at more elaborate reasons will inevitably be more expensive to address, ask yourself if you or your salespeople are guilt of any of these sales sins: VI. Not winning the customer’s confidence Prospects don’t completely believe in your PR, advertising, or product blurb – they believe in people. You are your product.  Fail to win their confidence and you’ll fail to sell. It’s that simple. Look into your soul: Do I communicate an honest, professional, capable partner that my prospects can rely upon?   VII. Not selling the company Even the most seasoned salesperson can sometimes forget that even when they have successfully sold the their own bona fides and those of their products the prospect is still going to be concerned about what’s behind the scenes supporting them. They’ll think: “what happens to me if... read more

Featured Video

"The Power of Leadership Charisma"
Deiric McCann, recent presentation in Slovenia

Video Interview

"Leadership Charisma" interview on YouTube

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