Sales Culture

New Research: Peers Key to Growth

New Research: Peers Key to Growth

As it turns out, the career advice I have been dispensing all this time may be wrong. When asked what to look for in a new job, I often tell people to focus their attention on the manager: What can you learn from them?

Sales Does Not Equal Greed

Sales Does Not Equal Greed

If you’ve been following the Royal Commission into Misconduct in the Banking, Superannuation and Financial Services Industry you’ll have picked up on the recent spate of banking executives lamenting their shift to a “sales culture”. It seems that sales and selling has been identified as the root cause of all that ails our leading banking and financial services brands.

Providing Value To Others

Providing Value To Others

In this initial episode of The Go-Giver Podcast, Bob Burg clarifies some go-giver misconceptions. Then he interviews his Go-Giver co-author John David Mann who shares quite an amazing (and unlikely) entrepreneurial venture when he was still in his teens. Also, how to provide massive value to others daily. 

Why Generosity Pays Off: How and Why We Choose to Help.

Why Generosity Pays Off: How and Why We Choose to Help.

Can generalised reciprocity get started in a group of strangers? If started, what sustains it over time? These are questions that researchers have grappled with for many years. Our ongoing research helps explain how and why we choose to be generous, even to strangers.[1]

Giving and REALLY Receiving!

Giving and REALLY Receiving!

Early on in The Go-Giver, Joe, upon realising he would not land a desired account, referred them to one of his competitors who was in a better position to help them. No, he didn’t want to do that, but he understood it was the right thing to do for the client. This later came back to Joe in a big way.

A Message To The Big Four Banks - Stop Selling To Us!

A Message To The Big Four Banks - Stop Selling To Us!

I’ve been following the proceedings of the Standing Committee on Economics review of the Big Four Banks with great interest recently. Watching the Chief Executive Officers from Commonwealth BankANZNational Australia Bank and Westpac appear and be quizzed about the financial scandals they have presided over and attempt to justify the questionable behaviours that seem to have become standard operating procedure inside their banks has been fascinating.

Building Business on a Foundation of Value and Authenticity

Building Business on a Foundation of Value and Authenticity

I've known Julian Khursigara for several years now. We met as a result of a collaboration between the companies each of us worked for at the time and have continued to collaborate many times since. I've always thought of Julian as a very natural Go-Giver so I'm not at all surprised the principles Bob and John share in the book have resonated so strongly. In this guest post Julian shares his thoughts on the laws of Value and Authenticity and how they have helped him to form the foundations for success in his thriving business. Enjoy Julian's wisdom.

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.

High Quality Connections

High Quality Connections

I have been feeling happier than usual and started to wonder why. As I pondered, I saw images of a number of interactions I’d been enjoying. Thanks to Jane Dutton at the University of Michigan’s Ross School of Business, I have a concept to wrap around such energising experiences. She calls these energising moments High Quality Connections (HQC). HQC’s can be as short as 30 seconds and they benefit our bodies instantaneously.