Articles by Mark Creedon

Have you ever pitched your product or service to a prospect and when you get to asking for the sale they respond with “let me think about it”? It’s absolutely demoralising isn’t it? The reason it feels so bad is because you know that what they are really saying is “no thanks” but they haven’t…

I was talking recently with a client’s General Manager about the skill sets which that company’s middle management possessed. The General Manager was unhappy with some of the performance of his managers and was at the point where he felt some wholesale changes were needed. This led me to start questioning the extent to which…

I want to discuss customer service. There are lots of courses and information available out there talking about the importance of customer service standards, key performance indicators (KPIs) in customer service delivery and world’s best practise with customer service. Each of these courses and theories has something positive to offer on the issue of customer…

I was talking with an old client recently about things he was not doing in his business. He was saying that sales had dropped off substantially and he thought it was largely because he was not spending enough time “in the trenches” with the sales team. “Every time I stop working on the sales floor…

This tool will enable teams to build a shared understanding of their common purpose, as well as to generate a clear image of the future success they strive to achieve. Visioning is an important process in order to give all involved focus. Creating an effective vision becomes the means through which change can be implemented…