I am often asked about handling objections by salespeople. It has been a staple of sales training courses for decades. Is it time to give that up? The question I ask myself is, ‘if buyer behaviour has changed with technology, why do sales people keep doing the same thing? Why are sales people not changing how they sell? […]
Help! Will the Fear of Public Speaking Ever Go Away? Have you ever asked yourself, “Will my fear of public speaking ever go away?” If so, you’re certainly not alone. Even the most talented and articulate professionals can struggle with anxiety around presenting. Throughout my experience, I’ve worked with numerous individuals who felt trapped by […]
A look at styles of communication people bring to work Often the strength of an organisation’s culture can be measured by the openness with which staff can address personal concerns and communicate these to colleagues. So how do companies and those entrusted with people development help create meaningful and effective communications among staff? What tools […]
I am sure you can think of plenty of times when you ran into challenging situations and people and didn’t like the experience or how the story played itself out. Working with difficult people or challenges in your organisation is definitely one place to test this out. So how do you help yourself manage these kind […]
Executive Coaching and Life Coaching Explained Learn how coaching works before deciding to work with an executive coach Working as an executive coach in Dublin for over 18 years, I am fully aware of how people create their own perceptions and maps of how the world is and what it means to them. Their perceptions […]
How to build Self confidence with Executive Coaching The Most Popular Topic in Coaching The start of any executive coaching conversation starts with a question. This is followed by more questions. It becomes an exploration. It is about getting to the heart of what somebody desires in their life, their work, their career, business […]
Let’s try to understand what the best sales people do and how some salespeople fail. As a sales manager this study will help you achieve your sales team targets. Analysing your sales team When you want to figure out what’s really going in with your sales team, it’s time to look at what they do […]
How to find out what’s really going on with your sales organisation What are the the 6 questions sales managers should ask about their sales teams? One of your sales team has a great prospect lined up and they are pretty excited about the opportunity on the table for the company and for their sales […]