Posts

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First week back from vacation
Gary’s just back from the States; “First week back from vacation, and a number of great meetings and phone calls with new and existing clients. Interestingly, a wide… Read more
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Business Development Managers (BDM) & the Underwriter relationship

The importance of the BDM role and function in the distribution and customer management of financial services cannot be underestimated. The BDM ensures we gain and maintain the o… Read more
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Making MBTI Work For Sales Teams – Part 3

Flexing selling style to better connect In our previous papers we have looked at each of the four MBTI ‘scales’ and have addressed three vital questions: How do we spot this cha… Read more
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Making MBTI Work For Sales Teams – Part 2

Moving to scale 3 – Thinking to Feeling This series of short papers is focussed on the application of MBTI understanding to sales and the vital missing piece of the jigsaw in most M… Read more
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Leading Through Insight

The internet of things, big data and access to information at the click of a button mean we are awash with more information than we have ever had as sales leaders. This often revolves… Read more
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What Makes an Organisation Creative?

Creativity drives innovation and change at a rapid pace. Its reach and impact on our everyday lives is enormous, yet, most of this innovation within organisations derives from a h… Read more