Ian J Lowe

Being Real - The Power of Authenticity

Being Real - The Power of Authenticity

In our workshops and coaching with sales people, sales leaders and sales teams we spend a lot of time exploring authenticity. Of the five Go-Giver principles we share, The Law of Authenticity seems to be one of the most challenging, both for individuals and inside the cultures of the organisations they work for. 

Try This With Your Sales Team: Move Off The Solution

Try This With Your Sales Team: Move Off The Solution

Have you noticed that the overwhelming tendency of most sales professionals is to rush to a solution? It's in our nature. We want to solve our client's problems and we usually have the products and services to do it. So, what's the problem? We’re in the business of providing solutions; It’s what we do! So, why aren't our prospects just thrilled when we come knocking?

Press Release

Press Release

We are thrilled to announce the formation of an alliance between eccoh and THiNK, a specialist marketing operations and advisory firm. This unique combination brings almost 20 years of collective experience navigating the complexities of sales and marketing in the professional services environment. eccoh Founder & CEO Ian J Lowe and THiNK Founder and CEO Lawrence Allum have previously worked together leading sales and marketing for big four firm Deloitte, experiencing first-hand the disruptive forces challenging our industry.

Press Release

Press Release

We are very excited to announce that eccoh has entered into an alliance with Imperative Group, a Seattle based company helping individuals, teams and entire organisations to unlock the power of purpose to transform work, careers, cultures and the planet.

What is the Reciprocity Ring?

What is the Reciprocity Ring?

What do Bristol-Myers Squibb, IBM, Boeing, Citigroup, Estee Lauder, UPS, Novartis, and GM have in common? They all use the Reciprocity Ring. The method was developed by University of Michigan sociologist Wayne Baker and his wife Cheryl at Humax. A group is gathered for the purpose of members asking for something important for them in their personal or professional lives.

Just One Person

Just One Person

With the release of Matt Jackson's brilliant work 'The Age Of Affect' this post is getting a re-run. Matt's wonderful book elegantly weaves a rich and colourful tapestry of emotion, meaning, feelings and experiences we can all relate to - but often don't. I am thrilled to be featured and to share the original poem Matt wrote following our work with him and his team of affectors. Enjoy Matt's wisdom. 

Three Brain Congruency For Sales Effectiveness

Three Brain Congruency For Sales Effectiveness

Well, imagine you are meeting with a client – their heart brain, the gut brain and the head brain are all working together, giving the person a sense of the interaction that we’re having. And if they get a gut sense – or they get a feeling in their heart – that something’s not quite right here, “there’s some sort of disconnect between what you’re saying or doing and how I’m feeling,” that’s going to have a negative impact.

How to Sell in a VUCA World

How to Sell in a VUCA World

In recent years the USA military realised that the world they operate in has changed and they needed to change with it.  To explain the changed world they use the term VUCA – volatile, uncertain, complex and ambiguous. As CEO’s and sales leaders we need to change our mode of operation. We need to equip our organisation and our people to deal with this new environment so they could respond in ways that were appropriate to the situation.