If you need to get things done, you need to get your stakeholders on your side. In my recent book, I shared a process I have been evolving over the last ten years. Here is a short video, taken during a recent workshop, that considers the more … [Continue reading]
Seven Ways to Build Extraordinary Trust
If you want to become more successful at selling, make sure that your customer trusts you. It doesn't matter what you are selling (product, service or idea), or who you are selling to (client, colleague or spouse). The more trust you engender, the … [Continue reading]
How to Manage a Crisis
Once upon a time, I suggested to my MD that if he didn’t give me a crisis, I would make one. Never afraid of a crisis and confident in my ability to manage, effectively what I was saying was that I was bored and wanted some excitement. He duly … [Continue reading]
Building Purpose by Creating Visions
Having an inspired vision of the future, perhaps surprisingly, is not essential, but it really does help. Being a leader, a true leader, is all about helping people to reach towards the future, which is why it helps so much if you can create a … [Continue reading]
The Stakeholder Management Collection
Stakeholders are everywhere and your ability to engage, manage and influence them is usually mission critical. If you are unable to succeed in this respect, you are unlikely to succeed, period. The Influence Blog is focused on helping ambitious … [Continue reading]
Escalation Woes: Alleviating the Grief
In all big relationships, be they supplier, outsourcing or strategic alliances, escalation processes are inevitable and necessary. They are formal procedures to resolve intractable problems between the parties. While accepting that these processes … [Continue reading]
How to Realise Big Goals
This article was first published on Sales Initiative on 23rd October 2014. My bet is that if you have been a reader of Sales Initiative for a while, you are the sort of person who is ambitious, driven and motivated by great achievement. No doubt … [Continue reading]
Taking Responsibility for Leading a New Team
When you are taking over responsibility for a new team can be an exciting time. The opportunity to innovate, refresh and transform the performance, while also adding to your credibility as a leader, and preparing you for greater things to come. It … [Continue reading]
Looking at Your Boots: Influencing Mistake No. 2
Can you imagine going for a hike on the fells or moors and spending the day just looking at the ground in front of you? Not only would you get lost pretty quickly, but it would also be very tiring and boring at the same time. Yet this is exactly … [Continue reading]
Five Reasons Why You Should Use More Force
Influence by force is common, especially in the workplace. You may be thinking that it is odious and should not form a part of your influencing approach. Yet, used in the right way, and in the right circumstances, it can dramatically accelerate your … [Continue reading]
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