Be an expert on the problem, not the solution

In the space of one day I was coaching both the CEO of a start-up and the HR Manager of an ASX listed company. And despite the enormous differences in their worlds, we were having the same conversation. He was struggling to sell his product to corporate executives. She was struggling to influence her exec […]

3 stages of influence

I was talking to a well-known Talent Tech founder today about why he is such a successful salesperson, and it made us reflect on the changing nature of sales – and how it’s intrinsically linked to influencing and collaborating. The nature of influence has changed: Tell – using authority and expertise Sell – persuade others […]