Book Review: “The small big – small changes that spark big influence” by Steve J Martin, Noah J Goldstein and Robert B Cialdini (persuasion science)

Posted on: November 20, 2014

As a psychologist and a salesperson I was blown away when I first read Cialdini’s great book on the psychology of persuasion (was that really over 10 years ago?). There’s a summary of the six principles below. His work features in many of my influence, persuasive writing and buy-in training workshops. I had already booked […]

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Book review: “Leadership transformed – how ordinary managers become extraordinary leaders” by Dr Peter Fuda

Posted on: August 5, 2014

I read this book a while ago but have mentioned it to several people (leaders) recently during coaching programmes so thought I’d write a short review to encourage them to read it. The book, which is based doctoral research using 360 degree feedback (Leadership/Impact instrument – a registered trademark of Human Synergistics International developed by […]

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Sales and selling tips: 11 point plan for cold calling

Posted on: July 15, 2014

Despite over two decades of successful sales experience, I am not a fan of telephone cold calling (my reasons are shown below if you are interested). However, whenever I provide a marketing, sales or business development training course (as I was doing yesterday morning), people ask me how to be more effective at making cold […]

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Perfect Pitches for Property People

Posted on: January 27, 2013

Last night I was invited by around 30 agency and professional folk from one of my property clients to deliver a short training session on “Perfect Pitches”. Whilst I was nervous about the snow and trains to Sussex, they were fine and turns out I should have been more worried about a naughty USB to […]

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Leadership: Lessons from Star Trek and Neuroscience

Posted on: June 20, 2012

Two recent but very different articles on leadership attracted my attention. Star Trek Forbes published “Five leadership lessons from James T Kirk” in May http://www.forbes.com/sites/alexknapp/2012/03/05/five-leadership-lessons-from-james-t-kirk/. It’s a neat way to get across some key messages – with evidence from the Enterprise’s caption: Never stop learning Be a “walking stack of books” the more knowledge you […]

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