Book Review: Emotional Intelligence 2.0 by Travis Bradberry and Jean Greaves

Posted on: January 23, 2014

This topic continues to generate an increasing amount of interest as the importance of emotional intelligence (aka soft skills) for leadership, management, marketing, selling and client relationship management becomes more generally known. There are many resources on this web site on the topic (use the search facility) and I provided a brief introduction and recommended […]

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Instead of the 12 days of Christmas, here’s the 12 Ps of Partner Competencies

Posted on: December 21, 2012

There are competency frameworks, psychological profiles and considerable debate about what makes a great partner. So in a somewhat lighter spirit, and using 20+ years of observations of partners of all shapes and sizes (the good, the bad and the ugly) here are my thoughts on the 12 Ps of Partner Competencies (rather than the 12 […]

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Book review – HBR Guide to Persuasive Presentations by Nancy Duarte

Posted on: December 3, 2012

As I am doing a fair amount of training and coaching on presentation pitches at the moment (particularly for actuaries, construction consultants and lawyers), I thought I’d take a look at the various books on presentation skills to recommend to people who ask for additional information. When I started reading this book, I thought that […]

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Book review: Let’s get real or let’s not play – The demise of dysfunctional selling and the advent of helping clients succeed (Mahan Khalsa)

Posted on: December 3, 2012

I reviewed this book (Let’s get real or let’s not play – The demise of dysfunctional selling) back in March 2003 for Professional Marketing magazine http://www.pmforum.co.uk/magazine/index.aspx but as a couple of people have asked about Frank Covey sales techniques lately I thought it was worth digging it out again. As well as writing my own book […]

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Take a walk on the client side – Empathy and emotional intelligence when selling professional services

Posted on: January 21, 2011

Earlier this week I did some training on sales conversion on the telephone and in meetings with some delightful family lawyers in Wolverhampton. At the end of each training session, I always ask people which key idea they found most useful. Not surprisingly, the majority of responses relate to the psychological aspects of selling – […]

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