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.


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.


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.


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.


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…


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.


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.


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.


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.


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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