I recently attended a seminar with a number of different speakers that were discussing aspects of business development and sales success. One of the speakers shared the thought that in their mind, the key is to remember 4 words – “Pick up the phone”.

It is hard to argue with this on a simplistic level as time and again, what we observe with our clients is that activity levels are well below where they need to be to ensure that they have consistently full pipelines. Continue reading →

I have a personal policy that a book should be recommended to me by two different people before I think of going out and getting it. ‘Bounce’ by Matthew Syed, an ex Olympian table tennis player, was recommended to me by four people before I could get my hands on a copy and make some time to read it! For anyone that is keen to understand the keys to personal growth and development in virtually any aspect of your life then you should read this book.

Its basic premise is that, “Practice makes perfect” – that simple High Performers understanding that top performance is born through hard work and dedication! Continue reading →

“Everyone lives by selling something.” Robert Louis Stevenson

Robert Louis Stevenson was one of the best-known and loved writers of the 19th Century. Born in Edinburgh, his works have thrilled and entertained millions for nearly a century and a half; whether toddlers nodding off to peaceful sleep as they listened to A Child’s Garden of Verses, a young boy dreaming of life on the high seas as he read Treasure Island, or someone who gets up to ensure the shutters are latched as they read Dr. Jekyll and Mr. Hyde.  Continue reading →

Two Thoughts for the Day by Stuart Lotherington

The first is about giving direction. A large part of the 108 miles, that I cycled today, I cycled on my own. It’s amazing that despite the 600 people that are on this ride I cycled one section where I didn’t see anyone for over ten miles. At one stage, for about a four-mile stretch I didn’t see any signs and my pace slowed down. It made me think, if you don’t give people signs do they start slowing down and if you don’t give them the right direction do they slow down and do they not perform at their ultimate performance.  Continue reading →

Today was a great day

Today was a great day. It was a great day even though it rained all day. The realisation is if you’re wet, you’re wet, you can’t get any wetter than completely wet so once you’re completely wet, it doesn’t matter that it continues to rain because you’re soaking wet already!

The theme of today  is not just the fact that it was a great day but actually who do you choose to compete against? Continue reading →

When You Crash Do You Need To Burn? by Stuart Lotherington

Day 1 – 106miles done.

15 miles into the ride, sharp left turn, peloton of 15 guys, Stuey at the back………………..crashed!

Luckily the fall was broken with my head and I came to a stop with my shoulder so everything’s OK but let’s think about the sales analogy here.

I didn’t have any choice – I had to keep going for another six hours, however, if you were selling, what would you do? Continue reading →

“You Get What You Picture, Not What You Want” by Stuart Lotherington

As I mentally prepare for the task ahead of me – cycling from John O’Groats to Land’s End – 1,000 miles over nine days and the equivalent of cycling up Mount Everest 2.5 times, I realise that my whole body and mind is beginning to make the shifts necessary to make it possible. As Director of SBR Consulting, that got me thinking as to what we do in mental preparation for a sales presentation or a day on the phones. Do you prepare yourself mentally?

I was lucky enough to be taught that, “In life, you get what you picture, not what you want” and having done some adventurous things over the last few years, including the Race to the North Pole, I realise that despite having no doubts that I will complete the task, Continue reading →