Mastermind BLOG

Expand Your Influence

Posted by mark on July 5, 2018
A friend of mine once owned a McDonald’s franchise in Auckland and one day she was telling me about the McDonald’s mantra of controlling the controlla…

The Little Difference That Makes a Big Difference

Posted by mark on June 5, 2018
  What is the most important word in the whole universe?   According to Dale Carnegie, in his classic book How to Win Friends and Influence People,…

Sales is the difference

Posted by mark on April 30, 2018
  In my last two articles, I wrote about this idea called The Next Level. In a nutshell, The Next Level is all about achieving competitive advantages…

The Next Next Level

Posted by mark on March 8, 2018
(i.e. The Next Level Part 2)   Last month I wrote about the Next Level meme. The message hit home with a lot of people and the idea has been spreadi…

The Next Level

Posted by mark on March 5, 2018
  Recently I was in Sydney for a conference and I came across a small street side cafe near my hotel. The cafe was clean, funky and had a cool, sligh…

Have a three dimensional strategy

Posted by mark on February 7, 2018
I reckon a lot of companies have a very one dimensional view when it comes to their Sales and Marketing Strategy. They confuse “method” with strategy.…

Build a big fat list

Posted by mark on December 4, 2017
  Sales can be seasonal and around this time of year one of two things can happen: Sales activity slows down because of the “call me in the New …

The Five Things Your CRM Must Do...

Posted by mark on November 13, 2017
I get asked every week from leaders, managers and salespeople about what CRM system (Customer Relationship Management) they should use for their busin…

The Value Equation...

Posted by mark on October 3, 2017
One of my favourite fairytales is Jack and the Beanstalk. As the story goes, when the family cow stopped producing milk, Jack’s mum told him to take i…

The Lag Effect

Posted by mark on August 15, 2017
A few years back I joined a gym to lose weight. It was tough at the start. I was unfit and out of the habit of exercising regularly. After a week of g…

Follow a winning forumla

Posted by mark on August 1, 2017
  I love the Red Hot Chilli Peppers. Over the past 30 years they have produced 11 albums, sold $80 million in records, won 6 grammy awards, overcome …

Go fishing

Posted by mark on February 7, 2017
I was out fishing with my brother the other day, when it occurred to me that selling is not about hunting or farming, it’s more like fishing. If you a…

Fear is your friend

Posted by mark on August 15, 2016
In my last newsletter, I shared an insight about how the most successful business leaders, entrepreneurs and sales people have learnt to love the hust…

Love the hustle

Posted by mark on July 26, 2016
I was having a meeting with my mentor the other day, and he was telling me about his glory days of when he started his businesses and consulting pract…

Create massive value

Posted by mark on July 6, 2016
Last week I wrote a blog called "The Death of the Salesman”. I made the point that, in the new economy, if all your sales force is doing is managing t…

The death of the salesman

Posted by mark on June 21, 2016
Last week, I was reading a study from Tiffani Bova of Gartner Research on the Future of IT Sales. The study revealed that IT buyers are increasingly t…

Great teams are led, not hired

Posted by mark on July 1, 2015
  On paper the other teams should have smashed us. Man for man: the English, South African and Sri Lankan teams were better than us in most positions…

Consistency trumps talent

Posted by mark on June 2, 2015
I’m surf mad and I love following the World Championship Tour where the best surfers in the world compete for the world title over a series of events …

You don't have to be their friend

Posted by mark on April 21, 2015
Last week I was out on some sales appointments with one of my clients. In their industry, the relationship style selling approach is considered to be …

What's your run rate?

Posted by mark on March 27, 2015
Sales is like cricket. To hit your sales targets and reach your revenue objectives, you need to do the numbers. In the World Cup Semi Final on Tuesday…
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