Leadership

Rasheed Ogunlaru interviews David Tovey

May 7, 2013

Principled Selling video interview. Rasheed Ogunlaru, author of ‘Soul Trader – Putting the Heart Back Into Your Business’  interviews David Tovey about Principled Selling in a sunny and breezy Green Park, London.  

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Putting sales back into business development

April 20, 2013

Proud to be in sales I had a very interesting telephone conversation with a lawyer this week. When I mentioned sales coaching he said “our partners don’t tend to use the selling word David – they prefer to talk about business development”. My response was to say that in that case I probably wasn’t the best [...]

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6 reasons to be great at asking questions

February 19, 2013

Asking insightful questions is a key communication skill for business winners and leaders. Why? 1)    Insightful questions can cause another person to reflect, and think deeply about issues that your questions made them aware of. 2)    Great questioning allows you to lead a conversation with a light touch – keeping it on track with leadership [...]

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Shut Up, Move On!

December 5, 2012

The good days take care of themselves We all have good days and we all have not so good days – stuff happens. People you thought you could trust let you down; a deal you thought was in the bag doesn’t happen; a sickness bug flies around the office; the papers seem full of bad news (which they [...]

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Ethical Selling – Edge Magazine

November 18, 2012

This month the Institute of Leadership and Management  published David’s ‘Bite Size’ ethical selling tips.         Eight tips to help you win more business – ethically and with integrity. Out with the old Build trust Be honest Do the right thing Be social media savvy Be human People before customers Inspire through leadership Download the full article here: 04-09_Edge_Nov-Dec_12_new

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Inspirational Sales Leadership – Part Two

June 22, 2012

Customers come third  “The key to success is how you treat your people.”  Julian Richer, Richer Sounds, two times winner of UK’s Best Retailer award I once thought about writing a book with the title It’s all about people stupid. It was around the time Bill Clinton said, It’s about the economy stupid. In my mind [...]

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Inspirational Sales Leadership – Part One

June 13, 2012

Whether you have a team of full-time sales professionals or lead a team of fee earners in a professional practice, the skills needed to build a culture of Principled Selling are those of a sales leader. Sales leadership is one of the hardest and most critical leadership roles in any organisation. Leading fee earners and [...]

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If you want to win business, shut up!

February 21, 2012

It can’t be a coincidence that ‘silent’ is an anagram of ‘listen’. The anagram was only made obvious to me recently when I was speaking with a musician who told me that measures of silence in music are not waiting periods, they are times of active listening, much like a good conversation. Silence accentuates listening. We all know [...]

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Lessons in business performance – from China and a sporting legend

January 3, 2012

Sustaining success in tough times It’s strange how seemingly unrelated events can get you thinking. Two events from last year got me thinking about business performance as we face yet another year of tough economic times. Lessons from China.  The first event relates to a conference in Hong Kong. In a call with the event [...]

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