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Future Proof Sales Strategy (Steven Norman)

book review 21 Jan 2020

Within the huge range of sales book written in recent years, “Future Proof Sales Strategy” from Australian author Steven Norman takes a special place as it well describes how to tackle selling in the age of the informed buyer with their expectation on customer experience. In addition to those changes in B2B sales, it provides a useful framework for sales leaders to transform their sales team towards future proof capabilities to win with sustainability in mind.

Steven Norman has been working in various sales leadership roles from agile startup companies to general management roles in the corporate IT world across Asia Pacific. Applying his experience and ongoing learning especially to sales leaders, he created his own consultancy Growth Acumen implementing future proof sales strategies. He is also a member of Sales Mastermind Australasia, a group of highly regarded thought leaders in the world of sales and leadership. This book is the best way to understand his coaching...

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Gamebreaker (Beat Welte & Jean-Paul Thommen)

book review 07 Jan 2020

The new book “Gamebreaker” from Beat Welte and Jean-Paul Thommen with illustrations from Achim Schmidt provides disruptive thoughts and practical advice for everyone, not just those in IT. Gamebreaker are those who use a radical shift in their mindset to deliver a substantial contribution towards a break-through compared to the status quo approach. Somebody not just following the recognised trends but setting the direction. This self-help book shows what’s in it for all of us in the tough digital age — to disrupt or be disrupted. It is a matter of choice after necessary reflection. Providing this reflective element with useful examples from all walks of life is the core task of this book.

The writing team consists of a seasoned IT expert on with an economy Professor on the other side who both published books and articles over the last decades. Beat Welte spent most of his time at two global IT vendors after leading a computer magazine in Switzerland. Starting...

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Curiosity at the Heart of Emotional Intelligence

leadership management 15 Sep 2019

Understanding our own emotions is a critical aspect of leadership. Empathy enables the experience from within the other person’s position. One driving factor of Emotional Intelligence is curiosity.

Following the terms IQ and EQ, author and Pulitzer Prize winner Thomas L. Friedman promoted the term “Curiosity Quotient” (CQ) without providing principles of measurements. In his view, curiosity and passion are even more important than intelligence (CQ + PQ > IQ). An often-quoted example is Steve Jobs learning calligraphy which later helped him to design the Macintosh by adding his passion to apply the acquired knowledge.

While curiosity is often meant to learn things in this ever-changing world, it can also be a driver to develop Emotional Intelligence. In my own leadership journey, I have been promoted from an individual contributor role to become an accidental manager in a set of 29 countries in Central & Eastern Europe. It was also the transition from...

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The Free Spirit of Your Life Purpose (Jacqueline Hofste)

book review 24 May 2019

Jacqueline‘s first book offers an unexpected self-discovery along the identification of archetypes for the reader’s own reflection in their environment. It allows unlocking hidden potentials, understanding the deeper meaning of life and managing conflicts with others. This fundamental work expands into several use cases far beyond the typical self-help genre.

Combining her 15+ years in corporate leadership positions with her passion for academic research, Jacqueline is on a mission to coach her clients following a meaningful purpose by tapping into their intuitive mind and human psyche. Adopting archetypal personality profiling principles, she unlocks the driving forces behind the human behaviour and brings her tribe into into the driver seats of their lives.

“The Free Spirit of your Life Purpose” starts with an introduction into archetypes as modern avatars, a term known well in the marketing world. The following chapters combine the odyssey of life with...

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How to use the Secrets of Social Selling for Solopreneurs and SMEs?

sales 20 May 2019

Those who don’t have marketing departments and sales enablement teams supporting these proven techniques coming from the corporate world? And who are not yet active on LinkedIn daily?

My first Social Selling evening event at Academy Xi in Sydney on 20 May 2019 added face to face engagements with useful feedback to my weekly blog series #socialsellingmonday.

And what an amazing turnout seeing many experts and known book authors in the audience!

We covered these points in engaging networking peer exercises:

  • Relying just on word of mouth or referrals ignores the recent changes in buying behaviour

  • Keeping knowledge is not power anymore, rather a differentiator in negative terms

  • Creating perceived value in the eyes of the target audience with consistency is key

  • Packaging the very you into your visible personal brand is required to stand out

The journey towards Social Selling in seven steps starts with escaping missing out covering establishing relationship and...

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Quiet Confidence (Joel Annesley)

book review 26 Mar 2019

The highly recommended self-help book “Quiet Confidence” of Australian author Joel Annesley presents a remarkable journey how a shy young man growing up with indecisiveness in a world of too many unknown elements became a confident life coach supporting other introverts. Transforming out of his own shyness, he realised that he doesn’t need to feed the inner perfectionist anymore. His book spans from feeling like a misfit towards gratitude for enabling his true strengths.

Joel found himself born with extreme shyness and thought that was him. Being too shy to speak up in school to make friends or to overthink everything, it took him ages to realise that shyness was separate from him with its own identity. He went through a long journey within to find his proper place and purpose. After his transformation, he is still able to reflect on all stages which enables him to help other introverts break up with shyness and discover their quiet confidence. Famous is his...

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The Ultimate Guide to B2B Prospecting (Richard Forrest)

book review 03 Feb 2019

Within the huge variety of sales books, Richard Forrest focuses in his “Ultimate Guide to B2B Sales Prospecting” on the hidden market of those customers who are not in a buying mood yet and thus not captured by the vast majority of online marketing campaigns. He suggests a person to person (P2P) approach to build rapport with those potential clients early and to begin the buying journey early with them.

From a forensic scientist to a sales coach and creating a prospecting agency: Richard found his sweet spot when he was offered to work in a sales role. Developing his approach with his team over more than ten years and millions of phone calls, he summarised his experience in this book to showcase a way to achieve remarkable results when applying a consistent prospecting strategy.

In the first chapters, Richard analyses the typical markets using the analogy of an iceberg which also sports on the cover of the book. He believes that most companies focus only on 20% of their...

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Shoot Me Now (Geoff Anderson)

book review 18 Jan 2019

Some professionals in a concrete industry can become lucky when their field of expertise turns into a huge demand. A perfect example for this is “Shoot Me Now”, a book about making videos to boost business from Geoff Anderson. With the increased amount of video clips posted by everyone social media with poor to average quality, there is a huge need for a proper approach towards creating videos with an outcome in mind. This book provides the ideal overview what, how and who are needed to obtain what kind of results for which audience.

Geoff Anderson is running his video production company “Sonic Sight” already for 25 years, and he has seen himself in various roles in front and behind the camera, as director, editor, scriptwriter and camera man. While it has been rather difficult for smaller companies to create good quality videos in the past, his expertise today helps separating professional work from amateur do-it-yourself posting. I remember him proposing a...

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Leading from the Middle

leadership 19 Dec 2018

Leading sales teams from the middle is the power section where strategies are set and a winning culture established - but too often old principles are executed and decisions are blocked.

In the recent Masterclass of the Institute of Managers and Leaders Australia and New Zealand, I spoke about radical sales management improvements connected to the fundamental change of the B2Bsales arena. Traditional sales managers still hide themselves behind KPIs to please their bosses and fine tune existing sales processes without realising that the customer buying behaviour now dictates the reality.

Leading sales from the middle is a reality of few wins and many losses. Most sellers don‘t reach their targets set by old rules and thus change their employers all 15-18 months, often to see it similar at the new place. As a consequence, companies invest less in onboarding assuming to rehire quickly.

Only a fresh approach connects prospects with suitable solutions. Then sellers can guide their...

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Leading Sales and Marketing from the Middle

leadership sales 23 Nov 2018

Amid a fundamental change for the sales profession we enter the age of the well-informed buyer. So, how can sales and marketing navigate across their buying journeys instead of sticking to old sales cycles? How can you operate effectively in the sandwich between top management and your teams while delivering KPIs and developing people?

Leading from the middle in sales and marketing

The typical dilemma of a sales and marketing leader is leading from the middle. Delivering KPIs for top leadership, coaching and mentoring teams toward achieving those KPIs, and serving customers by escalation support. All of this while fighting the internal, often political battles that could knock the balance of company culture. If the requested KPIs are purely based on revenue, more sustainable elements are coming short. Leading from the middle is often a reality of many losses with few wins.

Although many companies continue to operate their sales and marketing structure as they have at the start of...

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