What is your painful problem to solve? Sales is not about describing your product, your process or your friends. It is about explaining to the buyer a problem that they have, and giving them a glimpse of a world where that problem has gone away. What would it feel like to live in a world […]

At the very simplest, a story is: A character Who wants something Overcomes obstacles to get it An epic story is A character Who wants something massive And is willing to risk everything to get it The real depth of any story is not whether the character achieves the goal but who they become as […]

I often use an exercise called The Lifeline in my teaching.  I found a good summary of the exercise here.  In the exercise people reflect on the important positive and negative experiences of their life. Something that has struck me after all these years of watching groups work on the exercise – it is the […]

It is easy to point out why things are wrong. It is easy to point out why someone or some policy is flawed. It is easy to make a list of reasons why you should not do something. You only get to do this cynicism if you can tell me one thing that you are […]

Resilience

Everyone wants to be Bruce Lee, but few want to put in the 10,000 (or more) hours of practice and preparation.  It is only when the bar is held high that we can consistently put in the practice and push our skills to the highest levels. What makes for an ‘A’ Player? The simplest possible […]

When we all end up doing what nobody wanted to do I was out at a dinner with a large group of friends recently.  At the end of the night I overheard two people talking about a local beach party.  One said “these beach parties are a big thing here in Spain.”  The other said […]

I had coffee this morning with an entrepreneur from Barcelona and fellow member of Entrepreneurs’ Organisation.  I spoke about a couple of blog posts that had really impacted me and changed my perspectives on life.  He asked me to share my list.  Here it is. 5 Blog Posts that Changed My Perspectives Derek Sivers’ post […]

Join our #YouTubePlaylist #TEDtalks by our Faculty ow.ly/xXnXl with Professors @PankajGhemawat @xavieroliver @cuchullainn— IESE Business School (@iesebs) June 13, 2014 IESE Faculty TED Talks Follow these speakers IESE Business School Pankaj Ghemawat Xavier Oliver Conor Neill

Toastmasters is a wonderful organisation for anybody who wishes to improve their ability to speak with impact. However, there is something that has often challenged me with the “best” toastmaster speeches. They are very clearly the work of someone who has worked very, very, very hard on the words, gestures and voice that they use […]

When I worked at Accenture, we were often in the business of identifying the existing business processes and then analysing how we would enable these processes with technology. Sometimes it was putting a mobile phone purchase process onto Siebel CRM, sometimes it was putting insurance sales onto SAP ERP. A senior partner used to say […]

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