Using 'Structure' to Sell as a Change Agent

Some people say that selling is all about personal influence, some say it is about the art of persuasion, others say it is about 'the hard sell'.

I've worked with sales teams around the world and I can tell you if you're making it about these things you're making it harder than it should be. I think we place over-emphasis on old-school Cialdini-like approaches to influence and reciprocity, and spend too little time on leading edge insight into the neuroscience of human behaviour and decision-making.

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Are you driving the change you’d like to see?

Dan Gregory, CEO of The Impossible Institute and regular panelist on the wildly popular The Gruen Transfer recently provided a compelling vision of the future of advertising and ad agencies to Marketing magazine.

“The rules have changed a bit, and I think we’re witnessing a not-so-slow death of interruptive advertising. “ Says Gregory, who will be speaking at the upcoming DARE Melbourne Showcase.

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How will you bounce forward into the new financial year?

Sam Cawthorn travels the world looking for patterns with individuals, teams and organisations that determine how they turn crisis and disaster into opportunity.

No stranger to disaster, Sam is living proof that sometimes your best chance at greatness arises from adversity.

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If Change is Hard, You’re Doing it Wrong

Pretty much all of my clients around the world are trying to change things, whether it be finding efficiencies, changing the way managers or staff work or trying to reach customers in news ways.

And pretty much all of them are finding it hard.

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The Bionics of Change and Making Crisis Work in your Favour

I remember waking up after being in a coma for over a week and realizing that I had lost my arm and totally wrecked my leg. It was difficult not only physically but also mentally and emotionally.Yet the journey from that moment until today has been rewarding on many levels. From now living with the most advanced bionic arm in the world to what I currently do as a professional speaker. Let me explain…

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Are you ‘Telco’ Relevant?

Staying relevant is Important for any industry, but in the world of Telecommunications the pace of change is staggering.

In the video Michael McQueen discusses the 3 main shifts that will determine your organisations relevance right now and in the future.

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Be The Change

We don't like change. We say we do. We say things like "a change is as good as a holiday", but we don't mean it. Just try putting "change" in a staff member's remuneration package in place of their annual leave and see how far that gets you.

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Your New Years Relevance Revolution

So many businesses are sitting here today faced with the knowledge that they are less relevant today than they were a year ago.

They don't quite know how it happened; everything seemed to be going so well. They were THE hottest product last January, but now the numbers say different.

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The BIG Pivot!

In this insightful video, globally recognized sustainability expert Andrew Winston makes the case that the way companies operate today cannot keep up with the rate of change in our physical world.

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Your 5 Step Business Reset

Ok, we’re one month into the new year, how are you going? Not quite where you were hoping to be? More often than not, one month into the new year our resolutions are long forgotten. So here’s a short business reset to get you back on the straight and narrow and hurtling toward a brighter business future.

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When Business Marriages Turn Sour

Are mergers becoming irrelevant? Do two relevant businesses now equal one miserable marriage?

For every Fuji Xerox there’s a Sony Ericsson so below are my thoughts on the pros and pitfalls of merging your business.

Wedding bells are ringing. Business marriages seem to be in season. First there were the Microsoft-Nokia nuptials last year and now the blessed union of WhatsApp and Facebook. Even one-time retail rivals Myer and David Jones are flirting with the idea of engaging in consummation rather than competition.

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How Good Is Your 'Good Deed' Really?

Selfish is hard to resist

As part of my work as a speaker on human behaviour, I'm constantly teaching those in the HR industry how to use our key human drivers to do better business. One of the key drivers, our biggest motivator as human beings is self interest. Which doesn't seem like a good thing does it? But once we get that, as leaders and professionals in HR, we can actually use this knowledge to do a lot of good.

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How To Survive The HR Rollercoaster

A day in the life of a HR professional is often like a roller coaster ride, it can be stressful, hugely demanding and at the same time incredibly rewarding. One thing you can guarantee is that no one day is the same. One minute they can be dealing with a stressful dismissal and then suddenly they have to think strategically and make a decision that will deeply affect the business. In response to this pressure some HR professionals thrive, while others don’t get anywhere near their potential.

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Are You Happy?

There is a lot of talk around what our individual 'end goals' are, more and more we are being asked to quantify our happiness levels in order to make sure we are on track towards our idea of the perfect life.

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A Guide To Keeping Your Cool

There is not enough time in the day - fact!

As an event planner you are responsible for executing briefs, expanding your business, being on the ground, creating show stopping ideas...oh and actually doing all the admin that comes along with it.

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Keeping The Events Industry Relevant

How does an events company make sure that, with the development of new technologies and new consumer trends, they continue to stay ahead of the relevance curve?

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Are You Sabotaging Your Success?

You work hard, you prioritise your success in business - so why on earth are you not where you want to be yet? So many of the people I speak with believe they are doing everything right, but they don't realise that there are a few, seemingly small things, that they are doing that the real power players do not do. So ask yourself this, are you sabotaging your success?

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Disaster Proof!

This past winter was a rough one for big swaths of the United States, with both unusual cold snaps and disruptive snowstorms. General Mills’ CEO recently blamed the winter for less-than-expected earnings but it wasn’t just one company; the whole economy was slowed by the extremes and volatility we faced.

The disruption to operations and supply chains is real and costly, and all signs point to increasing threats as weather gets more volatile, driven in large part by climate change. The science is getting clearer that we’ll see more extreme hurricanes, droughts, floods, and even snowstorms .

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Woman Power!

When your office is a war zone, leadership and teamwork skills can save your life. Here, peacekeeper, survivor and all-around war heroine Matina Jewell speaks with Latte Magazine about learning to fight back through the toughest environment on earth.

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Argue And Win

Arguments are never good, right? They should be avoided at all costs, right? Absolutely not! 

The art of arguing in a constructive way defines a healthy relationship, be that romantic or professional. The key to creating an argument that leads to positive outcomes is surprisingly simple, you need to think about what the other person is trying to say and what they are hoping to achieve. Or, in other words, you need to think 'selfish'.

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Ode To Two Million Lives So Far!

When you drop a pebble in a pond the effect ripples out to the rest of the water, in the events industry the experiences we create are that pebble. It can be easy to forget, between meetings and briefs, that we are in the business of inspiring people - but we are, and it's a huge priviledge to be able to share the effect of these events with you.

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Personal Growth Plan

Lisa McInnes-Smith is an expert on personal leadership - whether it's managing your own self talk, or looking at your brand.

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Why Resilience Is Not Enough

Change within our organisations is speeding up and advances in technology forbodes huge impacts to the future of work. In this video, speaker, author and educator Kieran Flanagan explains why focussing on 'resilience strategies' isn't going to be enough to see us comfortably adapt to these new times. Instead, agility beats resilience. How can we develop our people and organisations to be more agile in the face of change?

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Your Performance Review Is Irrelevant

Tony Wilson's insights into high performance science and its application in the workplace will make you re-think the way that you approach leadership, culture, change, productivity and in this video — performance reviews.

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Leadership and the Mindset of Discovery

After more than 15 years working with some of the best organizations in the world, John Sweeney recognizes that leadership can be both a blessing and a curse: "Your behavior as a leader has tremendous impact and the way you show up every day is always underpinned by your mindset."

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What drives the Millennial

If there’s one question that dominates conversations I have with leaders and executive teams around the world, it is this – What do young people want?

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How to create a workplace culture that counts

The value of a strong workplace culture is no longer debated. It’s no surprise that the biggest brand on planet, Google, has also won Fortunes' Best Companies to Work For 6 years in a row. However, this begs two obvious questions a) what kind of culture should your place have, and b) how do you make it happen. Read on.

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Matter: The future of financial services in an increasingly disloyal, disrupted world

According to Havas Media’s Meaningful Brand index, consumers wouldn’t care if 75% of brands disappeared tomorrow. So, the real question is: is your brand one of the 75%, or the 25%?

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What REALLY matters to Millennials

The business world is obsessed with millennials. Who they are, what they want, and how they perceive the world. Dr John Izzo believes that virtually no-one understands what really matters to millennials.

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The Millennial Megatrends Scaring C-Suite

There's an emerging megatrend that's scaring executives the world over. Millennials are upending business-as-usual, demanding that organisations re-shape their DNA to compete for this ever-growing market segment.

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Digital Disruption is a Threat and an Opportunity

Disruptive technology isn't the only threat to the real estate industry. Technology's effect on people is where the most transformative disruption is taking place. Whether it's buyers, sellers or those providing services at every step of the real estate journey, technology is making people more connected, informed, empowered, demanding, impatient, even narcissistic.

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The Proptech Opportunity

Property on the blockchain? Smart contracts and bitcoin-like management of decentralised property ownership is coming. And that's just the start.

Although consumer demand has driven the widespread adoption of online real estate listings, the mechanisms and processes of real estate have gone largely unchanged for decades - or longer.

That's all starting to change.

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