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Berkshire | david.davies@sandler.com


In these 'Business Unusual' times the spotlight has shone directly on leadership.

Expectations are high, but change has been slow.

Too many are stuck in the preceding model of leadership. You know, the top-down, silo-driven, 'command and control' mode of thinking.

It will not cut it; if in fact it ever truly did.

In the current environment leaders need to accept that the success of their teams will rely heavily on striking a truly collaborative, sharply coordinated balance between creative strategic thinking and effective implementation.

Here are 5 steps we are seeing collaborative leaders take right now.

Landing clients is the 'petrol in the engine' of business.

It is the 'bread and butter' issue that makes the difference between a successful Firm and a struggling one.

Here's 5 more practical things you can do to build your Firm's business. These timeless principles can be applied again and again, day after day, year after year, decade after decade.

They are proven to generate new revenue, new client accounts, new opportunities, when done right.

So, you've spent years building the skills you need for your business to be successful.

Hours, Days, Weeks, Months, Years, Decades of study, discipline, experience, continuous education, technical training.

Over time, you start to bring people in around you, to build out your team.

Each member of your growing team has, are, and will invest hours, days, weeks, months, years, decades of study, discipline, experience, continuous education, technical training.

Over time, 10's of years, becomes 100's of years of skill and experience.

What is missing, I often find, are the skills to generate business. Sales, if you will.

Ironically, the single, most, important skill every business owner needs, and every team member should have.

Some might have you believe that ‘Leadership’ can be taught. That it can be learnt. 

That if you just emulate the taught characteristics and habits of Leadership, then you will become effective.

Others will have you believe that you must be ‘Born’ with it. That it is a natural trait.

Managers wear Four decidedly different hats in their Leadership role.

Supervisor | Trainer | Coach | Mentor

“Nothing happens in an organisation until someone sells something.”

It’s true, right?

So, why do so many organisations struggle to get their Sales Strategy right?


Generating New Business opportunities one of the essential growth ingredients in any successful business.

Distinguish the Cognitive, Attitudinal, and Behavioural aspects of effective Leadership

Any body of knowledge has three different but complimentary paths to mastery.

Leadership development is no different!

There are Cognitive aspects.

Those things you need to know in order to be a good leader.

The Attitudinal aspects.

The attitude you need to carry – or develop – in order to be a good leader.

The Behavioural aspects.

Those things you need to do in order to be a good leader.

You can’t begin to transform a team or an organisation until you’ve transformed yourself.

With that in mind, there are 7 critical Leadership principles that support great Leaders, great Careers and create great Teams.

1) Personal Power
2) Conviction
3) Charisma
4) People Skills
5) Courage
6) Ethics
7) Expertise

Truly transformational Leadership starts with you, then radiates outwards.

Let’s take a look at those 7 principles... 

Closing a deal is the culmination of a process, rather than the result of tips or tricks used at the end of a meeting that makes your prospect buy.

The traditional sales approach suggests that we should follow the mantra of ‘Always be Closing’. ABC. ‘Always be Closing’ doesn’t work though.

It’s far too aggressive and it puts too much emphasis on the ‘close’.

‘People buy for their own reasons, rarely, if ever, for the Salespersons reasons.’

Smart Sales People adhere to the mantra of ‘Always be Qualifying’. ABQ. If you qualify prospects deeply you can close deals more easily.

Let’s take a look at the 7 reasons deals don’t close and how to deal with them...