Don't just tell me

What happens when performance doesn’t match the promise?

Teamwork is generally understood as the willingness of a group of people to work together to achieve a common aim. It’s not enough to call yourself a team just because you work together. I think you are only a team when you trust, respect and care for each other. This also the case with branding, as a very few customers will return a second time when brand performance doesn't match brand promise.

““Pay less attention to what men say. Just watch what they do.” ”
— Dale Carnegie

Easier said than done

Do you know when to speak and when to listen?
I think when given a choice of being clever or kind, being kind is right choice all the time. The Open University’s Dr Jacqueline Baxter makes the case for a quieter approach to leadership in collaboration with BBC Ideas, the 3 minute video is about balancing ambition with value.

““True leadership is not about proclaiming your own greatness. It’s about enabling others to find purpose, meaning and the capacity for greatness in themselves.””
— Lolly Daskal

This may give you perspective

I think we often underestimated how similar people are to each other, just as businesses tend to share common challenges. My focus primarily revolves around assisting small and medium-sized enterprises (SMEs), and I support them in three key areas:

  1. Traffic Generation: This involves attracting potential customers, whether it's driving foot traffic to physical brick-and-mortar locations or directing online traffic to their websites.

  2. Competitive Differentiation: Businesses often grapple with standing out from their competitors, and I work with my clients to help them establish a unique and compelling identity in their respective markets.

  3. Market Expansion: Finding new opportunities and markets for their products or services is a crucial aspect of business growth, and I provide guidance in identifying and tapping into these untapped areas.

Contact me via e-mail for an initial discover meeting.

A little about me

Graphics c/o Karla Hallam ©

The skills I consistently bring to every job is understanding the customers I sell to, delivering value to them and not only focusing on the features and functions of the products or services. What has helped me meet so many people stem from my ability to demonstrate that I have a comprehensive grasp of their business and identifying challenges they require solutions for. My priority focus is pinpointing their pain problems and offering suitable solutions for them irrespective of the ROI.

Nowadays most companies have a start-up mentality, and I have worked for several companies where the response have been, “I have never heard of you!” I used to enjoy the thrill of approaching potential buyers and driving outcomes, even in the absence of brand recognition. I don’t want to just manage accounts where they just keep coming back purchasing from us as there is no frill in that. I am driven by solving problems and creating meaningful impact for companies.

Act like you know

If you are not in charge of yourself and your life, for example, your emotions and thoughts, then what you do and what you don’t do, really doesn’t matter as you are not free. I think creating structure and rules may feel limiting like you are giving up freedom, but in reality, you are actually gaining freedom that a lot of people have never ever tasted. Therefore, true freedom comes from being in control of oneself, including our thoughts, actions, and decisions.

““When a man can’t find a deep sense of meaning, they distract themselves with pleasure.””
— Viktor Frankl

Variety is the spice of life

I try to be tolerant with others and strict with myself!
This is what I expect of myself, and this is how I am wired, and this is how I operate best and then I’ll understand that other people are wired differently, they have different ways of living and different ways of being. My job is to figure out how to adapt myself to them instead of forcing them to be like me. It’s my objective in life to express virtues of acceptance and flexibility, meeting people exactly where they are. I think one should look for the good in people and do not try change people to make them just like yourself. Don’t write people off because they don’t reach the same high standards as yourself, lead by example with inspiration and discussions.

Attitude and impacts

I think a diverse workforce closes the gap between a company and the consumer. If customers look into that mirror and don’t see themselves reflected back, they are more likely to search for a business that they feel does reflect them. Decades of research and studies have proved that diverse and inclusive workforces will outperform homogenous teams because they often think more logically, are more creative, and are more adept at identifying errors in thinking. Everyone has their own strengths and weaknesses. The more diverse your workforce, the better equipped you are to balance out one person’s weaknesses with another person’s strengths. A representative workforce will help you understand consumer values, needs, and wants, and will help your organisation to recruit the dynamic and vocal Generation Z.

““Ability determines if you can; attitude determines if you will.” ”
— Frank Sonnenberg
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Overcoming rejection

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There are three ways we experience rejection:

1)    Real rejection

2)    Perceived rejection

3)    Anticipated rejection

Whether the rejection is anticipated, perceived or real, it creates an emotional response. The hardest part of the selling process, which is top of the funnel is interrupting a stranger and asking them for their time – emotional control in these situations is of paramount importance. I cannot teach you how to take away the “sting” of the client saying “no” when you are reaching out to clients, but what I can teach you are frameworks that you can use in context to control the emotion and flip the buyer’s script, so you can ask again and get what you want. When I have leveraged this for sales teams, I have seen results exponentially increase with the number of meetings the sales team gets. 

Adopting a new strategy

The changes we see in the global landscape is changing the way our clients do business, causing the reimagination of whole industries, increasing customer expectations and behaviours, and creating a whole lot of uncertainty. What we do in sales is help people and companies change, we change the products and services they use, and we change the way they use these products and services. And when we perform at our very best, we help our clients and the people we serve to transform their businesses and their results. The change process is non-linear because any process that includes human beings, especially in groups is non-linear. This means that the process is very rarely a straight line, and very often a process that doubles back over ground it has already covered - stops, starts again and then picks up in an unexpected place or direction again. Is your sales process is designed and written in a linear form?

Aligning value creation

It’s common knowledge that understanding the "why" behind consumer behaviour is crucial for businesses to make informed decisions. Creating value in the mind of the customer requires understanding their wants and needs. Data can provide valuable information about consumer preferences, buying behaviour, and market trends, enabling businesses to develop products or services that align with customer demands. I think by delivering what customers truly desire, businesses can increase the chances of creating value that resonates with their target audience.

Everyone needs to feel worthy

I think everything matters; it just depends on the context. The inspirational coach, Tony Robbins has highlighted six fundamental psychological needs that drive human behaviour.

1.    Certainty - The need for stability, security, and predictability in life. People seek comfort and assurance that their basic needs will be met.

2.    Variety - The need for novelty, change, and excitement. People also want to avoid monotony and boredom in their lives.

3.    Significance - The need to feel important, unique, and valued. This can come from achievements, recognition, or even feeling like a part of a larger purpose.

4.    Connection/Love - The need for social interaction, relationships, and a sense of belonging. People thrive on emotional connections and supportive relationships.

5.    Growth - The need for personal development, learning, and progress. People feel fulfilled when they are advancing and expanding their capabilities.

6.    Contribution - The need to make a positive impact, give back, and contribute to something greater than oneself. This can involve helping others or making a difference in the world.


 

I think that at we will naturally gravitate towards different needs for different reasons throughout our lives. And in the end, creating a fulfilling, successful and happy life will likely weave a positive balance between all six of these human needs.

Are you a value creator?

When I enter a business meeting, my focus is consistently directed towards identifying elements that can provide the client with either an opportunity for growth or a stimulating challenge. Ultimately, I’m looking for things that are going to motivate them to act. It’s not enough to just tell them what they want to hear because I am supposed to be the expert in what I do. I aim to serve them by creating value and sharing insights into their thought process.

Here’s a line of questioning:
- What are your views and values? 

- What do you believe is good, right, and true?
- Where do you think your market’s going?

- Have you identified the intersection between your business and the market? 

- What are your recommendations based on what you believe to be good, right, and true? 


Exploit and explore

What does objective truth mean?

Objective truth is something that is true for everyone, whether they agree with it or not. Don’t fool yourself into thinking that something is true that is not or that something is that is not true that is. As humans, we like certainty, we want patterns to be definite and clear. Unfortunately, we are not in an era of certainty and economically we are living in a time that’s extremely muddled. The big question is do you want to solve problems or do you want to win arguments?

““Your greatest asset is your (l)earning ability. Your greatest resource is your time.” ”
— Brian Tracy

Arrogance vs. confidence

Self-serving advice refers to guidance that primarily benefits the giver rather than the receiver, and I’ve learned that it usually does not align with my needs. Arrogance is loud and tends to stem from inner insecurities. In contrast, confidence is quiet and calm, and this arises from a foundation of substantiated achievements. Psychologists term this self-efficacy – essentially, a person's self-assuredness in their ability to perform required actions to achieve particular goals. I think this concept holds the key to dealing with uncertainty.

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Lead the way

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We all want to work for leaders who genuinely value our well-being, and I think that leaders can demonstrate this genuine concern through the following actions:

1. Listen

2. Respect

3. Trust

4. Solve problems collaboratively

5. Recognise achievement

6. Provide touch points

7. Give corrective and positive feedback

8. Show vulnerability

9. Seek input

10. Provide mentoring and coaching

““Give recognition where it is due. Compliments definitely stimulate more effort and desire to improve. Be generous with honest praising.””
— Bruce Lee

Big implications and trust

One of the things that I notice about people who have achieved a degree of commercial success, particularly at a young age, is their tendency to become more cautious and defensive. I think everybody knows that once you have had any form of commercial success your jokes are perceived as being really funny and your physical appearance becomes exceptionally attractive. If you start believing the hype, this belief can be seriously detrimental. I can really understand why celebrities form relationships with one another, as they understand each other’s day to day challenges.

““3 components make an entrepreneur: the person, the idea and the resources to make it happen.” ”
— Anita Roddick

Honour matters

Whatever happened to my word is my bond?

Honour and duty are words that still exists in the military, unfortunately they seem to have fallen away in polite society. There was a time when your word was it, and you wouldn’t violate your word because if people knew that if you violated your word nobody would want to do business with you. You can believe me when I say I'll help you as I think integrity is doing the right thing with high ethical standards. Dishonour for me is taking advantage of somebody else’s bad situation for personal gain. On the other hand, if you are willing to put aside your own interests, ego, and ambition because someone else is struggling then that to me honourable.

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Just be kind

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There are far too many people in society who see kindness as a weakness. From my perspective by actively working to improve the lives of others, individuals can contribute to the overall well-being of their communities and promote a more equitable and just society. There are many ethical and philosophical frameworks which highlight the importance of contributing to the betterment of society and helping those who may be less fortunate or facing challenges. However, it's important to note that perspectives on what constitutes a "good life" and the extent of one's responsibility to help others can vary widely based on cultural, ethical, and personal beliefs. Some individuals might prioritise personal well-being and self-improvement, while others might place a stronger emphasis on collective well-being and community support. I think that ultimately, the idea of a responsibility to help others achieve a good life is a complex and nuanced topic that can lead to discussions about ethics, social justice, and the role of individuals within society. Send me an e-mail and let me know what do you think?

““The three C’s of leadership are consideration, caring and courtesy. Be polite to everyone.” ”
— Brian Tracy

Changing your state

According to Charles Duhigg new habits are created by putting together a CUE, a ROUTINE, and a REWARD. James Clear agrees, and crucially adds a CRAVING which he believes drives the loop, e.g., Cue > Craving > Response > Reward. I think the CUE is often visual but in reality, can be any of the five senses. CRAVING is how you interpret the cue, and it can change depending on your current state. The RESPONSE is the action you take, and the REWARD is always some kind of consequence.

In cognitive psychology the internal states of moods, emotions, beliefs, and identity all effect your behaviour. How you interpret the “cues” should be added into the equation, and your interpretation definitely changes depending on your current state.

““Small differences in your performance can lead to large differences in your results.” ”
— Brian Tracy

Internal states

To embark on this journey of self-evolution, it's wise to start with modest yet purposeful strides. Initiating small, intentional habits that resonate with the envisioned identity serves as a crucial foundation. Behaviours are tied to cues that precede them and they are reinforced by reward that comes after them. These deliberate actions stand as tangible proof of our commitment to the process. As we engage in these behaviours, we gradually accumulate a reservoir of evidence that we are actively morphing into the individual capable of materialising our aspirations.