Marketing Lesson #101: Reduce the Marketing Blind Spot and Magnetising Your Sales Message

It’s Sunday lunchtime — 12.38pm to be precise..

As you know, I sit down most Sundays to reflect on the week that was and ask myself the big question ‘what did I learn this week that might be of interest to other people in business?’

I’ve been to water polo training and had my two coffees, I’ve washed the cars (it was on my weekend list of things to do today) and now it’s time to reflect and share my weekly lessons with you.


The week started off with a meeting talking about my advertising and marketing.

A media executive asked me if he could be blunt and honest with me..

I said ‘of course..(and quoting from The One Minute Manager I said ‘FEEDBACK IS THE BREAKFAST OF CHAMPIONS.. so give me the feedback..’

So he did..

He says ‘I’ve looked at your website..and I have to say, ‘it’s crap..’

Business Leadership Lesson #42: How to Turn Workplace Explosion into Workplace Performance

Good morning Leigh

I’ve been thinking about this all weekend…

When I was thinking about what happened last week I keep getting the image of ‘Red Adair’ in my head..
You may remember Red Adair. He was  a legend at fixing oil wells and gas platforms that were on fire.

This is what Wikipedia says about him:

Paul Neal “Red” Adair (June 18, 1915 – August 7, 2004) was an American oil well firefighter. He became world notable as an innovator in the highly specialized and extremely hazardous profession of extinguishing and capping blazing, erupting oil well blowouts, both land-based and offshore.

Over the past few weeks clients have asked me to go into several sales teams that were ‘extremely hazardous..blazing..erupting..’ with issues, challenges, walk outs and disaster.

Sales Coaching Lesson #34: Is there a Golden 30 seconds in Selling?

It’s a beautiful sunny day in Perth today and thanks to CHOGM we have a long weekend..

I’m about to race off to Water Polo training but I wanted to share with you some of the lessons from this weeks Sales Coaching in Melbourne, Sydney and Perth.


I’ve been putting the finishing touches to the slides and notes for next weekends Sales Management Masterclass here in Perth (and I’ve got to say, I’m very excited about the difference I’m going to create to those Sales Management leaders who have made the commitment to be there..)

Some questions for you..

Sales Coaching Lesson # 12: How the Volvo Got Me Thinking about Your Sales Results

I am in Geelong this morning (in wet, rainy,but very green Victoria).

Besides the fact that my mate Max has 3 replica AFL Premiership cups on his study bookshelf, he also reminded me of valuable coaching lesson over the weekend.

Max’s wife Jan drives a Volvo and Max drives a Holden.

As we were driving around in the car, he kept turning on the windscreen wipers every time he wanted to use the blinker..

(Have you ever done that???)

He was so used to driving one car, that when he got in the other car, he was wired up, conditioned, trained to use the left lever as the blinker not the right (or vice versa).

It reminded me of a sales team I am doing Sales Coaching with back in Perth who have been answering the phones and taking the orders the same way for many years.

They have been conditioned, wired, habitualised to do it that way for at least the last 3 or 4 years.

Now the boss wants to get them to change.

Leadership Lesson #23: How To Motivate and Lead to Go From Bottom to the Top

It’s now 24 hours since the West Coast Eagles played a cliff hanger game to beat Carlton by 3 points and scrape into the Preliminary Finals against Geelong next week..

For anyone who saw the game live or on TV, it really was one of the great games of the year if not the decade.

The Eagles were 4 goals down in the first quarter.

They clawed their way back to lead most of the game.

They led by 21 points at the 22nd minute of the last quarter.

Then Carlton came back at them.

In the end, if Carlton had kicked just one more straight kick they would have won.

Both teams had injuries.

Both teams ran themselves ragged.

The crowd were going ballistic.

The last quarter went for a marathon 36 minutes..

Then.. the final siren.. The Eagles by 3 points..


How September 11th, Einstein and You Relate

Sunday 11th September 2011
I was going to write about some of the powerful and inspirational business innovations that have gone on in the past week, but when I saw the date, my mind raced back to the same day ten years ago..
Whose hasn’t?
We were in Bali. We’d just finished a running a Business Innovation conference for an Insurance Broker client.
The week had gone fantastically. We were all set to have a final night celebration.
And then we saw it on the TV..
It was unbelievable..
Was the world at War? What the hell was going on?

Marketing Lesson #24: What Word Do You Own?

What  a week?
What a day?
What a last hour?
Or more the point..
What have Apple and Nic Naitanui got in common?
Let’s Reverse Engineer this..
I’ve just raced upstairs having watched part of the second quarter of the Melbourne vs West Coast Eagles game..
Nic Naitanui just did another move that made me gasp… shout.. jump up and down like a little school kid..
Ebley’s running down the wing..takes a shot from 50metres.. it goes wide.. Naitanui goes for the mark, only gets one hand to it. Taps it down.. he roves it himself. Picks it up with one hand, blind turns out of the pack and snaps a stunning over the shoulder goal..
What word does Nic Naitanui own?

Leadership Lesson #3: How to Cope as the World Looms on the Financial Brink

On a Monday morning as the world looms on the Financial Brink I just wanted to help you if I could..
Obama and the team are fighting it out in the White House with the Republicans.
Will they be able to stave off the debt crisis?
Will they default on their debt payments?
Just to put you in the picture in case you didn’t know (Source )