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...

Continue Reading...

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...

Continue Reading...

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...

Continue Reading...

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...

Continue Reading...

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...

Continue Reading...

Engage (Duncan Fish)

book review 22 Oct 2018

Within the huge amount of executive coaches who wrote a business book to support their thought leadership, “Engage” from Duncan Fish is an exception. He realised early that many highly skilled professionals in top positions couldn’t continue further in their career despite their technical capabilities were great without doubt. It is the social people side that holds them back. After coaching more than 1000 executives, he created a proven model which combined excellent technical skills with awesome people skills. Especially cultivating the latter part is covered in the book to achieve the common golden intersection which he calls an “Engaging Executive”.

In his earlier years, Duncan Fish has been a shy introvert young man who would not pick up a phone without knowing who was calling. Or he would look through the window to find out if he knew the person ringing at the front door. This self-claimed status of a “social misfit” changed when he...

Continue Reading...

Your Roadmap to Achieving Sales Success (Wayne Moloney)

book review 29 Sep 2018

The world of sales is changing rapidly in the age of the informed buyer. Several new books capture the current trends from social selling to storytelling. Despite these changes, many relevant principles remain the same, especially for more complex business to business sales – which are not replaced by automated purchases of transactional products. Wayne Moloney compiled his sales experience spanning over four decades into his book “Your Roadmap to Achieving Sales Success”. This publication is meant as a practical handbook and serves as an ideal reference for the seller’s library.

Wayne gained his learnings during his various positions covering Australia, Asia Pacific and Europe from sales rep to General Manager and Managing Director. Despite climbing the career ladder, his book shows that Wayne kept his mind on the ground to help both younger and seasoned sales professionals. Since leaving his corporate career, he helps customers of various industries as a...

Continue Reading...

The Brand is Personal Again

personal branding sales 17 Sep 2018

Gone are the days when only corporations developed a brand and their representatives just used those nice slogans, shiny brochures and glossy business cards. Today all customer facing employees need to show their personal connection with the value they provide as an individual and as part of the organisation. A unique personal branding is a must to disrupt the information overflow in the age of the well-informed buyer.

How to differentiate a company brand from a personal brand? According to the Entrepreneur Small Business Encyclopedia, a company brand “creates a symbol that personifies and distinguishes a company's offerings”. That covers advertising via multi-channel marketing up to customer service. The brand needs to resonate with decision makers at potential clients. Beyond pure transactional order taking, people still do business with people in companies, not with the company. Therefore, business professionals must be visible and perceived as faces of the company.


Continue Reading...

Leaders of Influence

leadership 09 Sep 2018

This book from Samantha Jansen Publishing covers various angles and insights to leadership from individuals who lead and inspire teams and individuals daily. The authors Diego Londono, Renee Giarrusso, Mihir Thaker, Con Nichols, Jim Penman and Gunnar Habitz are driven to impact society, make a mark and leave a legacy.

Lead Not Manage

My contribution describes a fictional journey from an individual contributor in the customer success team at a Sydney based software company who just moved up to become an accidental manager. I strongly believe those promoted future leaders can add a lot of value out of their fields of expertise before embarking further as an intentional leader. I added real events and occasions such as a Masterclass event of the Institute of Managers and Leaders and the new Chartered Manager designation into the story.

Six Australian Leaders Share Their Secrets

Leadership is all about taking ownership, communicating...

Continue Reading...

How To Improve Your Personal Branding To Embark Into Social Selling

personal branding sales 21 Aug 2018

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it. With Alexi Boyd from Boyd Office Management Services

Personal Branding and Social Selling are two buzzwords at the moment which are somehow connected. A unique company brand is needed to differentiate the offering and communicate with potential customers, but creating a proper personal brand is also important in a small business. Social Selling comes from the enterprise world with their large sales departments. How does that apply to small businesses?

Let’s ask an active networker and LinkedIn expert who is using social media and digital tools to sell services to small and medium customers in Australia. Gunnar Habitz is a regular to Triple H being featured already talking about his cloud services.

Welcome to the show again, Gunnar.

1. How to differentiate a company brand from a personal brand?

  • People still do business with people in companies, not with the...
Continue Reading...

Let me know how I can help you

Looking forward to hearing from you to tailor something good for you.