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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…

LEADERSHIP CHARISMA – FREE AUDIO BOOK: CHAPTER 1

LEADERSHIP CHARISMA – FREE AUDIO BOOK: CHAPTER 1

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
A SIMPLE SUCCESS SYSTEM

A SIMPLE SUCCESS SYSTEM

Goals success is best achieved through daily focus.  Do you think two people who have built their organization to annual sales of more than €150M and their personal net worth even higher might have something useful to say about achieving goal success success?  So did I! That’s why a conversation I had a year or two ago with Bud Haney & Jim Sirbasku (before he passed away in 2010), has ended up here. Bud and Jim revolutionized the modern employee assessment industry, and the company they founded in 1991 with a modest stake of just $25,000, Profiles International, now has more than one thousand business partners in more than one hundred countries worldwide, servicing 45,000 clients in every conceivable industry. I asked Bud & Jim how one goes about achieving goals on their level; they told me that it was “relatively simple – all you’ve got to do is be prepared to work hard and then implement a system for continually looking forward”. In this three-part series of posts I’m going to share their system with you and walk you through the process of getting it working for you. The Haney-Sirbasku system has been at the core of Bud and Jim’s development of the organization over the last twenty years and is very much responsible for the success of Profiles International. The System The system is straightforward; here are the first two steps: Buy yourself a good quality three-ring binder. Set up six dividers and populate them as follows: Accomplishments.  In this section put details of anything notable you have ever achieved – especially goals that you set and realized.  Don’t forget things like... read more
LEADERSHIP CHARISMA – FREE AUDIO BOOK: CHAPTER 7

LEADERSHIP CHARISMA – FREE AUDIO BOOK: CHAPTER 7

Chapter 7 of the audio book version of ‘Leadership Charisma’ is ready to download.  If you missed any earlier chapters or the introduction to this series of free downloads please browse here to catch up. This next instalment includes the introduction to Step 3 in the Leadership Charisma process – which focuses upon ‘physical charisma’ – the part that body language and other nonverbal behavior plays in creating a charismatic impact.  The first chapter in that section is Chapter 7, which is entitled ‘The Charismatic First Impression’. 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 quality of the content of this step-by-step guide to becoming a more charismatic, engaging and productive leader. Throughout the audio program I refer to an accompanying handout – this is not available with the free version: the best approach to getting your hands on the figures and illustrations I speak about would be to buy a hard copy of the book. That way you’ll get the best of the content from combining the audio and print versions. So, when you’re ready to purchase a hard copy (or just download a sample chapter) please browse... read more
HOW A SIMPLE SOFTWARE FEATURE HELPS ME SLEEP AT NIGHT

HOW A SIMPLE SOFTWARE FEATURE HELPS ME SLEEP AT NIGHT

Do you ever worry that you have forgotten something – that somewhere on a piece of paper is details of an action you should have taken to stay on top of some project or other? If so, then you share a lot in common with about 80% of the people I talk to – many of us spend our lives sorting through multiple scraps of paper in our pockets and wallets, or through notes taken in online notebooks or in Outlook to try to keep on top of our to-do actions. I used to try to keep control of all of my follow ups with a combination of paper-based lists and cc-ed emails to myself (every time I’d send an email that had a follow up I’d copy it to myself and then later paste it into the diary or to-do section of Outlook). My Outlook soon became a real mess. Well now I sleep because of one simple feature in an online to-do management system – Nozbe. I first stumbled across Nozbe in a blog post by Michael Hyatt – it came at a time when I had decided I really needed to clean up my act. Nozbe is an online ‘Getting Things Done’ (GTD) compliant to-do management system that runs both on your desktop and, if you have one, on your iPhone (and iPad). The key feature for me is one that allows you to automatically direct a copy of an e-mail’s content straight to your to-do list simply by cc-ing the message to your Nozbe inbox. Let’s say I write to John Smith and know I’ll later... read more
DO YOU SPEAK ENGLISH?

DO YOU SPEAK ENGLISH?

I owe it to myself to live up to the highest standards.  I owe it to myself to provide legendary excellence … At the end of the day, we try not to boil the ocean but just look for the best win-wins’, he told her…” …people at this company were always ‘drilling down and disintermediating the dialogue… driving maximum functionality, with end-to-end mission-critical competence to incent high-level blue-ocean change.’” In his excellent book, The Social Animal, David Brooks paints an immediately vivid picture of the swaggering CEO of a fictional major corporation. When I read the way he managed to cobble together all that gobbledygook and fashionable business-eze into a single utterly meaningless sentence I had to laugh.  I realized quickly that the reason it was so funny to me was that I recognized it – this could well have been me or one of my colleagues spouting this jargon. We might use different meaningless ‘business catch phrases du jour’ but the impact is the same. There is none! Barriers to Communication The problem with the fashionable jargon of the day, which is continually changing in synch with some unseen and obscene linguistic fashion trend is that it gets so massively overexposed that it becomes utterly invisible – and meaningless.  It is used and misused so much that our unconscious censors decide that it has no value and begin to edit any meaning it might have had – simply snipping it out of what’s being said and consigning it to the floor of their mental editing rooms. So what Taggert said above delivers the same essential message as: ““’I... read more
THE WINDOWS TO THE SOUL

THE WINDOWS TO THE SOUL

Eye contact is a critical tool in creating a charismatic impression when you speak – either one-to-one or one-to-many. When charismatic speakers present every person in the room feels that their comments are directed at them personally.  When they speak they hold our attention.  Eye contact plays a large part in creating this impact… Why using your eyes is so critical Failing to make eye contact with others sends a variety of messages depending upon the relationship between the two people in question. At its best and least offensive failing to use let others see your eyes can send a message that you are shy and lacking in self-confidence – an impression that’s offensive to no one but you! At its worst a lack of eye contact can suggest arrogance or superiority, but is most often (mis)interpreted as dishonesty, untrustworthiness, evasion, nervousness, lack of interest or shiftiness. Look at expressions we use daily : “look me in the eye and tell me that,” or “…she just couldn’t look me in the eye…”. On the flip side, those who can maintain eye contact make a longer lasting and more positive impression of self-confidence, honesty and trustworthiness.   Also, as discussed in another post on smiling, there is a positive feedback relationship in your brain chemistry between eye contact and confidence whereby making more eye contact makes you feel more confident; more confidence makes it easier to make eye contact, and so on. “The eyes are the windows to the soul” -Ancient Proverb How to make positive eye contact one-one-one When you’re being introduced to someone new look them in the eyes as you’re given... 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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