Trust in a Low Trust Digital World
This year, after many years of avoiding global expansion opportunities, I took a leap of faith and set up a couple of new offices. Despite great opportunities and offers, the thought of setting up new offices in new countries has never been exciting. Not exciting because it required developing new relationships. New relationships with clients, vendors, new team members etc. The foundation…

Stick to the Difficult Path
Good looking, entertaining, leading a desired lifestyle can be the reasons why you have a massive following online. You have built your brand on those pillars and it is your right to make that choice. And then, there is that person who only wants to be known for the work they do. And even when it comes to the work they do,…

Sales Storytelling : What am I going to say?
Going to meet a client for a presentation and wondering -What am I going to say when I see the client? Your sales storytelling is focussed on what you want to say. Move the spotlight to your client from yourself and think – WHAT ARE THEY GOING TO SAY? 
Abraham Lincoln once said, “When I’m getting ready to reason with a man,

Relationship building with a sales prospect is a myth
My last post on Pharma Sales Storytelling concluded that Relationship and Features & Benefits Storytelling were 2 key areas of focus for product sales people. In this post I will dig deeper into Relationship Sales Storytelling. Relationship is a meaningful word used loosely in a sales environment. In 2009 I was working as a Director of Sales in Australia and one of  …

A key insight in to Pharma Sales Storytelling with Dr Tara
Recently I gave a talk on Sales Storytelling at a leading Pharmaceutical Company. In preparation for this talk I researched on Pharma sales industry, spoke to a few pharma sales reps and doctors ( key client for pharma sales reps). In this preparation, there are insights I discovered which I think can be of great use to the pharma sales industry and…