When LinkedIn suggested today I connect with Richard I was surprised. You see I know Richard quite well (not his real name) or, should I say, I knew him. Sadly, he passed away a few years ago. LinkedIn uses very sophisticated (some would say creepy – read this) algorithms in its connections recommendations engine. It tracks…
I have a seven-year-old nephew who lives in the southwest of Ireland. Visitors to that part of the world are often surprised to see palm trees and bamboos growing – until a local explains how the gulf stream comes up from the south bringing warmth with it. In truth, the climate in Ireland – particularly…
Trust is the fulcrum upon which every customer relationship pivots. Trust is a valuable currency that must be earned, but never spent. Trust is built one step at a time, and unless protected, can be blown away in a moment. Account Planning is all about developing long-term relationships, and that is hard to do without…
I know I’m a bit late and Independence Day is technically in the past – but on a personal level it’s ever present. You should only read this if you believe that your level of success is largely up to you. Yes, it’s impacted and influenced by external events, but it’s not your manager, employer,…
Sometimes out of the recesses of our minds a flicker of curiosity emerges. That is always a good thing. Here is a question. Is the pace of technological change coupled with the rapid explosion of data a good thing? 90% of all the world’s data has been created in the last two years. How does…
Sometimes you have to step back and wonder what it is that makes those remarkably successful salespeople just so remarkable and so successful. I’m sure I don’t have the formula nailed – but there are six things that I have seen enough times to suggest to me that they make a real difference. This is…
