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I have just started a book, ‘Getting More’, and it has really grabbed my attention.  So much so that I wanted to do a very quick pre-review (I think I just made that up) to share what I thought was really great advice in the first few minutes of the book (I say ‘first few minutes’ rather than ‘first few pages’ because I bought the audio version from Audible to listen on a long bus journey).

Diamond is a Wharton Professor and a Pulitzer Prize winning former journalist for the New York Times – so you expect he’ll be able to write!

I’ll get it finished over the next week or two and do a complete review then – but meantime I thought this extract was worth sharing.

Very early in the book Diamond outlines 12 principles that make his approach to negotiation more effective in the real world (and this is a man who persuaded 3,000 people in the jungles of Bolivia to stop growing illicit coca and to start growing bananas exported to Argentina).

He warns that they may seem deceptively simple – but when I read them they just resonated with me as useful for more than just negotiations. In the original each of these points has a full paragraph explaining the points – I hope my 1-2 line summarizing doesn’t hurt the meaning.  Here goes: Continue reading “‘GETTING MORE’ by STUART DIAMOND” »


Think sales activity to increase sales despite the tight economy.  Get planning!

In this economy two things will determine your sales success more than anything else – the sales activity goals you set for yourself and your team, and the extent to which you follow through on those activities.

Sales Activity Planning 101

In the first post in this series, “Coaching Salespeople in a Tight Economy” we looked at the effects that the pressure caused by the media’s catastrophizing treatment of the current economic squeeze can have on salespeople – now we’ll look at how you can plan your way past these effects. Continue reading “SALES ACTIVITY PLANNING 101” »


Coaching salespeople is the most direct way for sales leaders to impact sales productivity in a tight economy.

Coaching salespeople in tight economy

Successful salespeople are active sales people.  We all know: more carefully focused activity = more sales.  The fuel that drives this activity in sales people is optimism and positivity – and these are amongst the first things to be affected when the economy tightens or stalls.

In this 2-3 post series I’ll share the conversational ‘track’ I use to coach my salespeople to understand and acknowledge what’s going on – and to get focused back upon what’s important: activity.  If you manage sales people then this post is about how to coach them back to activity that will ensure they get on top of the challenges that tight econonies present.  If the only salesperson you coach is yourself then use this approach to keep yourself on track. Continue reading “COACHING SALESPEOPLE IN A TIGHT ECONOMY” »


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…”

Do you speak English?

…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. Continue reading “DO YOU SPEAK ENGLISH?” »