Bring The Best Top 5 Must Reads. You said so! Regardless of how many articles, opinions and posts I wrote there are always the best of the best when you express your own opinion in by viewing and reading them. Most of the content writers today have a top ten must reads, so I have …
Can you be an extreme leader? Last year, I attended a webinar by Boris Groysberg. He is a professor of business administration in the Organisational Behaviour unit at Harvard Business School. The topic discussed was extreme leadership using the race between the explorers the British Robert Scott and the Norwegian Roald Amundsen on the conquer of the South …
R.E.S.P.E.C.T Why are we forgetting and ignoring it? This week I had some trouble creating some meaningful content to share with you. I was struggling with what to write about. I could have repurposed some of my old content, but I did not because I respect you as my subscribers and followers.This was when I …
What Kind Of Leader Are You? Leadership is complex. We know that. There are lots of research studies attempting to define it. Leadership is are fundamental for change. A great leader can create meaningful change and inspire people who look to them for guidance. “Leadership is the are of getting someone else to do something …
We Are No the Leaders. We Thought We Were. I have never defined myself as a leader during my career and life. Why? You may ask. Because I do not believe we can define ourselves as leaders, others can do that. As I posted another day, leadership is a quality others see in you, not that you …
Can Your Boss Be Your Friend? Another day, I was scrolling through LinkedIn and came across an interesting poll by Kees van der Ert precisely with this question, can your boss be your best friend? Interestingly from 27,726 participants on the survey, a staggering 7,763 people said yes. This is around 28%, not negligible, and it made …
Year-end in review, time for introspection, reflection and planning As 2021 comes to a close, it is that time to self reflect and introspect. I am positively sure that most of us, at least I am, are think “another year of pandemic, another with masks, social distancing and hassle of tests, queues for every place …”. …
Meetings in a VUCA World “A meeting with your client on a quarterly basis where you discuss their business and how you can support them.” Solarwinds msp (n.d.) As such, the traditional face-to-face meetings, one-on-one (101) contacts are less frequent, challenging our interaction with customers. It requires us that engage with them thru webcams with …
Stop procrastination ”Nothing is less productive than to make more efficient what should not be done at all.” Drucker, P. (n.d.) When we open a dictionary, most of them defines procrastination as “to put off doing something, especially out of habitual carelessness or laziness.”. No one wants to be thought of as careless or lazy, especially in …
Sales Calls Are Like A First Date “You want to work with people who you like and have an easy rapport with.“ White, M. (n.d.) During my recent holidays, I came across an article written by Erica Stritch, Vice-President, RAIN Group, comparing first sales calls to dating. This comparison raised my curiosity, and I read the article …
Find A Customer Need And Fill It “Asking the appropriate questions means understanding exactly what your customer is trying to achieve” Murray, C. (2016) As salespeople, we constantly hear, find a customer need and fill it. But how do we find a customer need? In a simple answer by questioning and listening, find the gap between …
Complacency In Sales Is Life-threatening In my 20-years sales management career, winning a contract or being an incumbent supplier on a contract was always bittersweet. First the sweet, as an incumbent or a winner, our firm gets the revenue, profit, and prestige of a large deal. Now the bitter, once we’ve secured that mega-prestigious contract, we must keep …
Prospecting Is Essential To Sales Success With the advent of the internet and growth of inbound marketing, sales 2.0 and social media selling, many supposed sales gurus claim prospecting is passé. Their pitch to us, salespeople, is “never cold call again!”, in my opinion, they are wrong. “True sales prospecting is creating business. Your job is …
Provocation Selling In 2008 during the financial crisis, most companies laid off employees and restructured. This impacted all business sectors, with most of our customers and clients postponing investments and reducing chemical spending. During this period, it was pretty common to hear them say “no budget” or “cuts across the board” or even worse “, …
Be The Last To Speak As salespeople, we love to talk and often forget to listen actively.One of the most challenging aspects of winning a sales negotiation is listening actively to our customers. You’ve probably been on the receiving end of objections like: “I don’t have the budget”, “I’m not willing to purchase at this time”, …
Winning With Innovation More than ever, customers are seeking solutions to their most challenging problems. Whether it’s increased operational costs, water scarcity, GHG emissions or ongoing protection against safety incidents, you should be ready to help your customers with their most pressing challenges. “When launching something new, you have to go for it – ‘playing …
Were we too selfish during the pandemic? This is my first post and blog ever! I started this blog as friends, colleagues, and family supported me to share my life experiences in leading, inspiring, in service of others and caring about them. This is why I have created the Bring Your Best with Cas. The purpose of this …