When I work with Management teams, one of the most common topics for discussion is “Belief Systems”. As we begin to explore belief systems, they become intrigued to understand more, What is it? What does it do? Is it important? Most scientists will agree by the age of 10 we have established our belief system, […]

Design for Change I’m regularly involved in discussing change within a business, it never ceases to amaze me how defensive we become. Reasons for change are many and varied, most lie in the fact there is a need for change, yet despite this need, there is a reticence to accept. It’s almost as if the

I recently had to visit my dentist as there was a small hole beginning to appear in of my teeth. So, yep a filling was needed, the thought makes a lot of us go weak at the knees and the colour drain from our faces. My visit to Vital Dental Spa in Monifieth, http://www.vitaldentalspa.co.uk was

This is a hot topic at present, but is one that’s been around at least since I began my sales career over 25 years ago. The conundrum, of does sales need marketing and vice versa. The role of a Sales & Marketing Director, is this a good thing? Should there be a Director for each

I recently had the opportunity to be involved in some workshops for graduates at Aberdeen University. The graduates came from Marketing, Communications and Energy backgrounds, most of them were from outwith the UK. Over the 2 days there was a lot of dialogue and conversations around Sales and Marketing: Do we need both? How should

This week, I’ve been working with graduates from the University of Aberdeen, as its Industry Week. This is a chance for graduates to work with business and get an opportunity to experience, question & understand the environment they will be moving into shortly. The main focus of the first day is to put together their

I had the privilege to be involved in supporting the Scottish Open Sales Competition 2017, this competition was open to 3rd & 4th year students at UK Universities. It was held at Abertay University Dundee, we had nearly 40 students from 7 universities, over 2 days. Our aim was simple: “Many people have to be

What do I mean? In my experience, most organisations find when they reach a certain size, their business growth stalls (pain points), knowing where these pain points are and how to overcome them can help organisations to push past these pain points and keep growing. “Offering senior sales experience to help grow your business while

Over the last while, my experiences working within businesses and higher education has shown me, we’re falling short of the mark in supporting them, we miss their fundamental needs. Since returning from Canada in 2014, I attended a number of hustings, as I wanted to understand, firstly, the Independence debate, and secondly, how each party