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…



Here’s a thought for the day – on thoughts themselves…Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become character. Watch your character, for it becomes your destiny. How  scarily true! Watch your thoughts today – they are the Genesis of much of what comes your way in life I stumbled across this online and could not find the author to credit it – if it’s you please let me know and I’ll do so. Have you experienced the affect of simple thoughts on your life? Use the Comments feature below to share your experiences &... read more


Self-confidence is critical to absolutely every aspect of a successful life, and is especially critical to effective leadership – and nothing eats away at self confidence more than the sense that time is passing and you’re achieving nothing of value. It is critical that, at any point in time, you have the sense that you are doing everything you should be doing to assure your success.  That means that you MUST have clear, confidence inspiring goals. Living in the ‘now’ The reality is that all you ever have is the present moment – that’s where you always live; never in the past and never in the future; so all of your efforts should be on ensuring that the present moment is used as productively as possible.  You should also seek to make the present moment as habitable and pleasant as possible – and ensure that coming ‘present moments’ (the future) are equally pleasant places to be. Goals are an essential element of self-confidence because they make you feel strong and confident about the here and now; they give you the faith to take control of the current moment and live it with gusto. Clear compelling goals provide you with a confident clarity as to what you should be doing right now.  They make it possible to prioritize so that you invest all of your present moments so that they produce a future return on investment. Clear challenging goals allow you to forget the future, which doesn’t exist anywhere except in your imagination, and to live fully in the present – investing yourself completely in the best life you can... read more

Protected: The Body Scan Meditation

Note: this article is a detailed version of the ‘The Body Scan Meditation’ found in Deiric McCann’s Reflective Practice Assignment entitled  ‘The Integration of Mindfulness and Executive Coaching’ completed for the Smurfit Business School’s Diploma in Business and Executive Coaching A body scan meditation does exactly what it sounds like it does – it takes practitioners through a scan of the body, area by area, encouraging them to tune into and really observe non-judgementally what sensations are being experienced in each part of the body at any given time. The Mind-Body Connection In Buddhism there is a 2500 year old recognition of something that western medicine and philosophy has only begun to recognise in the last 30 years – that the ‘mind’ that we speak of resides not solely in our brain, but right across our entire body – in our brains, autonomic nervous systems, organs etc.  What we think of as our mind is a scattered series of physical sensations located right across our bodies. In medicine it is now widely recognised that every emotion we feel is felt or experience not just as a cognitive notion – but is actually experienced as a physical sensation somewhere in the body, often in multiple locations simultaneously.  And the converse is true also; when we experience certain physical sensations our brains automatically try to make sense of them and, in trying to assign some meaning to them, will often revisit times from in our past when we experienced the same emotions and physical sensations – dredging up memories of similar emotional occurrences. Every emotion produces a somatic response, and every... read more


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
The Critical Importance of the Business Proposal Cover Letter

The Critical Importance of the Business Proposal Cover Letter

Before writing your business proposal cover letter let’s look at how it relates to the rest of your proposal. What’s the role of the proposal cover letter? Business proposal letter writing is about enticing recipient to read the proposal – or at least to read the Executive Summary and, even if they fail to read no more than the cover letter, to provide enough information to position yours as a strong solution to their requirements. In turn, the purpose of the Executive Summary is really to entice the reader to read the other sections of your proposal so that they can see all of the detailed reasons why your solution to their requirements is superior to all others – and, again if they don’t do read the entire proposal, to position yours as a strong solution to their requirements. Finally, you could also say that the purpose of the main sections of the proposal are to direct to the Appendices section those readers who must have ‘proof’ that all you say in support of your proposed solution is true. That being the case you can see that there must be a clear relationship between the messages in the business proposal cover letter, the Executive Summary, the main proposal sections, and the proof material in the Appendices section – they are all connected by a common thread: the Requirements-Solution-Benefits-Costs-Proof Winning Proposal Model. Each of these four elements must contain essentially the same message – with the only difference between them being the level of detail you must include in each. Figure 1: Proposal Pyramid – how it all hangs together Where does the proposal cover letter... read more
A Simple Business Proposal – Writing a ‘Letter Proposal’

A Simple Business Proposal – Writing a ‘Letter Proposal’

So you need a simple business proposal? If you haven’t already done so then I strongly suggest you check out the modules entitled ‘The Importance of the Business Proposal Cover Letter’ and ‘Writing Cover Letters for Business Proposals’ before you read this module – they provide some great content that will make the information in this module even more valuable to you. Much of the proposal writing discussion on this site focuses upon the production of larger, more formal, multi-section business proposals – this module shows you how to produce a slight more simple business proposal. But what if your business is one where the value, or simplicity, of what you’re selling is such that more formal, multi-section proposals like those discussed so far are not entirely necessary? If that’s the case then don’t put yourself to the extra effort of producing a business proposal that is too elaborate – indeed never be more elaborate than you need to be to get your message across. Do not have your reader feel that they are working any harder to understand your proposals than those of your competitors. The best business proposal is the one that communicates your entire message in the fewest possible words. Here’s an approach to writing a simple business proposal. The ‘Letter Proposal’ If you can get by with short proposals, with what I’ll call a ‘Letter Proposal’ – a proposal where the entire content is summarized in a single letter response, then that’s what you should produce. However, you can still make yourself stand out from your competition, and still win a lot more business, by using the ‘Winning Proposal Model’ of Requirements-Solution-Benefits-Costs-Proof  to create... read more

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