Blog
SALES TIP #46
Getting the meeting is the hardest part of sales. Always has been. Right now? Even more so.And let’s be clear…It’s not just about getting a meeting.It’s about getting the meeting with the right person.Because you can have all the conversations in the world—but if it’s...
SALES TIP #45
Sales is a ‘Lessons’ Career I want to share something I deeply believe.Sales is not a talent career.It is a lessons career. And I know this because I live it myself.I ride dressage.If you don’t know the sport - it is all about precision, discipline, and continuous...
SALES TIP #44
Ask for Help - It’s a Power Move, Not a Weakness “What is the bravest thing you’ve ever said?”“Help,” said the boy.“Asking for help isn’t giving up,” said the horse.“It’s refusing to give up.”- The Boy, the Mole, the Fox and the Horse by Charlie Mackesy In sales,...
SALES TIP #43
DISCO (Discovery) - Sales Sucks… Unless You Master Discovery Let’s talk about what Discovery actually is.Discovery is your first real meeting with a prospect.It’s not a pitch.It’s not a presentation.And it’s definitely not a product demo.Discovery is what I call “The...
SALES TIPS #42
In the AI Era… Amateurs Pitch. Experts Advise. AI can write emails. AI can build proposals. AI can automate follow-ups. But AI cannot replace trusted human insight And that’s where real sales professionals will either rise… or disappear. The Salespeople Who Will...
SALES TIP #41
If You Can’t Get the Job Title Right, Don’t Expect Sales Results Let’s start with the most underrated decision in sales recruitment: The job title Because right now, I see this everywhere �� ❌ Business Development Manager …but the role is actually account management ❌...
SALES TIP #40
Single Contact Selling Is Killing Your Deals If your entire deal lives with one contact, you’re not selling - you’re hoping. And hope is not a sales strategy. One of the biggest mistakes I see BDMs and sales teams make is parking the whole opportunity with procurement...
SALES TIP #39
The Fastest Path to Sales Success: Clarity + Accountability If you’re in sales - BD, Account Management, recruitment, or sales leadership - success isn’t accidental. It comes from clarity and accountability. You need clarity on: What success looks like in your role...
SALES TIP #38
Are you the dog at the door? What happens when a dog sits at the door? It waits. It paws. It barks. It doesn’t wander off after one knock. Eventually… it gets let in. Yet in sales, most people knock once or twice and walk away. Research has long shown that the...
SALES TIP #37
Asking Questions Isn’t the Skill. Asking Them Well Is. Everyone in sales asks questions. That’s not the differentiator. The difference between average and elite salespeople is how well they diagnose before they propose. Neil Rackham proved this years ago in SPIN...
Sales Tips #36
Trust Is the New Currency (And It’s in Short Supply)In a world of AI, automation, funnels, hacks, and “quick wins”, there’s one thing that matters more than ever in sales: Trust.Right now, the marketplace has a massive trust deficit.Everyone is pushing. Everyone is...
SALES TIP #35
Win With Warmth, Not Force I want you to be successful. Truly successful. And that means doing sales the ‘right’ way. Have courage. Smile. Be people-smart. There’s an old fable that every sales professional should remember - the story of ‘the Sun and the Wind’. The...
SALES TIP #34
Sales Tip for Leaders Who Want an Amazing 2026 If you want a real growth year, not a “busy but flat” year, you need absolute clarity on one thing: Who are your Strategic Prospects? Not everyone. Not “anyone with a budget.” Not whoever stumbles across your website. I’m...
SALES TIP #33
https://en.wikipedia.org/wiki/Dale_Carnegie It’s Not About You. It Never Was. TDale Carnegie wrote How to Win Friends and Influence People in 1936. Read that again.1936. Nearly 90 years later, it’s still one of the best sales books ever written.Why?. Because selling...
SALES TIP #32
The Sales Skill That’s Almost Extinct (and worth its weight in gold) There was a time when Business Development meant something. Not order taking. Not waiting for marketing leads. Not “managing inbound enquiries.” I’m talking about the true sales hunter. The ones who...
SALES TIP #31
If You Can’t Add Value in a Sales Meeting - Don’t Ask for One Let’s be honest. Most people don’t want to meet with salespeople. They expect to be: Pitched at Pressured “Closed” Objection-handled Arm-twisted into a “today only” deal And that’s exactly why salespeople...
SALES TIP #30
Never Hire Below the Bar - Your Culture Depends on It Your job as a sales leader becomes infinitely easier when you have the right people on your team. And here’s the hard truth: If a new hire doesn’t raise the average performance level of your current team… walk...
SALES TIP #29
The Best Way to Follow Up Without Being Annoying? Treat your prospect like a person, not a pitch. Sales isn’t about hounding.It’s about connecting. (Have you ever read Dale Carnegie's "How to win friends and influence people"? only written in 1936 - check out the...
SALES TIP #28
Dead Duck or Winner Winner Chicken Dinner? Your Choice. Let’s get something straight about lead generation in 2025 (and even more so in 2026): There are two kinds of leads in every sales organisation: Marketing-Generated LeadsThese come from your brand footprint -...
SALES TIPS #27
Complacency Kills More Sales Careers Than Rejection Ever Will Let’s be honest - rejection stings for a moment. But complacency? That’s what slowly kills your potential. Most people think experience is enough. They stop learning, stop questioning, stop evolving. And...
SALES TIP #26
The Most Underrated Sales Tool of 2025 - THE PHONE Let’s get real.To get a meeting, visit, or sales appointment - most of the time, it’s still won on the phone. Sure, we can book meetings through emails, LinkedIn DMs, or clever contact campaigns…But the phone remains...
SALES TIP #25
Stop Selling to Everyone (Your ICP Isn’t “Whoever Answers the Phone”) I’ll say it…Most salespeople don’t have an ICP problem - they have an identity crisis. Ask them who their Ideal Customer Profile is and they’ll mumble something like:“Anyone who needs our product.”...
SALES TIP #24
NO is NOT YET Sales pros - we’ve got to stop taking “NO” personally. Because “NO” doesn’t mean never. It means NOT YET. When you’ve done the hard work… Identified your Ideal Client Profile Uncovered their challenges in DISCOVERY Built a killer solution that genuinely...
SALES TIP #23
Never Let Your Prospect Run the Show If you let your prospect take control of the sales cycle, you’ve already lost the sale.You must stay in the driver’s seat - from the first hello to the signed deal. Here’s how the pros do it 👇 Always end with a Next Step - and make...
SALES TIP #22
Why Most Salespeople Fail (and What the Top 5% Do Differently) Let’s be real - most salespeople are stuck in reactive mode. They wait for opportunities, chase random accounts, and then wonder why their pipeline is weak. Here’s the truth: The most talented salesperson...
Sales Tip #21
If your sales team doesn’t have a documented Sales Process, they’re set up to STRUGGLE Sales isn’t about winging it. It’s about having a Sales SOP / Methodology Playbook that everyone can follow - leaders and professionals alike.Here’s what a real sales process looks...
Sales Tip #20
ROI in Sales – The Certainty Buyers Crave What is ROI in Sales? ROI (Return on Investment) is proving, in numbers, the value your solution delivers compared to what it costs. It shifts the conversation from “here’s what we do” to “here’s how much money you’ll...
SALES TIP #19
Imagine Watching Sport With No Scoreboard… Would you sit through a footy match, a tennis final, or even Formula 1 without knowing the score or lap times?Of course not. The whole point is knowing who’s winning. Yet in sales, too many people work without a scoreboard.👉...
SALES TIP #18
Are Your People Smarts Costing You Sales? Pat Lencioni says one of the three attributes of highly effective team members is Smarts—not book smarts, but People Smarts. The ability to read the room, understand the person across from you, and adjust your style to...
SALES TIP #17
Do you want a multi six–figure income?Then are you truly investing in the only asset that makes it possible: yourself Your greatest investment will never sit in a bank account - it lives in you.Not your house. Not your car. Not your super.It’s your knowledge, your...
SALES TIP #16
Stop Being Busy. Start Selling. Most salespeople aren’t short on activity - they’re short on results. Why? Because their week is hijacked by low-payoff activities: chasing invoices, solving product issues, fixing customer dramas. Important? Sure. But...
SALES TIP #15
The Phone: Your Superhero Tool for Sales Success Let’s be brutally honest - using the phone for cold prospecting is probably the least-loved task in sales. It’s the single area I’m asked about the most when delivering training. And truth? It’s my least favourite...
Sales Tip #14
Pipe Dreams Don’t Pay Bonuses There’s a moment in every sales rep’s week when they look at their pipeline and think: “Yep… this is going to be my best quarter ever.” Then reality hits.Half the “opportunities” are wishful thinking. Prospects who loved the concept but...
SALES TIPS #13
“NO” Doesn’t Mean “NEVER.” It Means “NOT YET.” (Here’s What Smart Sellers Do Next) Let’s face it - one of the biggest fears in sales is the word “no.”But here’s the reframe I want you to hear loud and clear: “NO” doesn’t mean “go away.” It means “I’m not ready… yet.”...
SALES TIPS #12
Knowledge is Information is Power And power in sales is what gets deals done. If sales is about solving problems (which it is), then the ultimate sales weapon isn’t your product.It’s not your pitch. It’s information. Because:👉 Knowledge is information is power.👉 And...
SALES TIPS #11
“Your Pipeline Is Your Lifeline: Why Sales Success Depends on What You Fill It With” If you want peace of mind in sales, don’t wait for your numbers to tell you you’re behind - let your pipeline tell you you’re on track. Because here’s the brutal truth: your pipeline...
SALES TIPS #10
Messaging = What You Say on the Phone to Get That Ever-Vital Visit We all dream of the magic words - the perfect line that opens the door to a meeting, wins over a prospect, and puts us on the path to a new client. Here’s the truth:there’s no magic. But with some...
SALES TIP #9
Are You Selling Wide Enough? Why More Contacts = More Sales One of the most overlooked strategies in sales is simple - expand your contact map.We all know the classic advice: “Sell to the decision maker.” And yes - ultimately, someone has the authority to sign off on...
SALES TIPS #8
🚀 Sales Tip of the Day: AI + R-Commerce = Relationship on SteroidsIn 2025, the smartest sellers aren’t just using AI for automation - they’re using it to deepen human connection. Yes that is RIGHT 💡 Here’s the formula: AI helps you scale. R-Commerce helps you sell....
Sales Tip #7
🔥 SALES TIP: PROTECT YOUR GOLDEN HOURS 🔥You know the time of day when you're sharp, focused, and clients are most likely to answer the phone? THAT is your prime time for business development.For me, it's 9:00am sharp – every weekday. That’s when I’m on the phone: 👉...
Self-Love: The Game-Changer Behind Success in Career, Relationships, and Life
"Remember, you have been criticising yourself for years and it hasn't worked. Try approving of yourself and see what happens." - Louise Hay Let’s get real: You can have the best résumé, the right partner, the dream lifestyle lined up -but if you don’t deeply value and...
Humility: The Most Underrated Power Skill in Business Today
If you're building a high-performing team, there's one trait that matters more than raw intelligence, technical expertise, or even ambition - and that’s humility. Pat Lencioni, author of The Ideal Team Player, names humility as the first and most essential attribute...
Sales Tip #6: Do You Have a Formula for a Sales Visit?
Let me ask you this… Do you have a repeatable formula for how you run a sales visit? If so - what is it? How does it start? Where does it go? And what do you want to uncover or achieve? Or are you winging it? Because if you don’t have a formula, here’s what often...
Sales Tip #5: Closing…
Oh no… the dreaded close? Yes - you have to close. But let’s be clear… closing isn’t always asking for the deal on the spot. It’s about moving the sale forward with purpose.👉 It might be asking for the opportunity to help with recruitment.👉 It could be proposing a...
Sales Tip #4: What Is Selling, Really?
Some people say selling feels icky. Pushy. Manipulative.But here’s the truth: Selling is solving problems. Full stop.No problem = no sale. Simple as that.When I was green in sales (a very long time ago), the old saying was:“A great salesperson can sell ice to an...
Sales Tip #3: Your First 9 Seconds = Your Fame or Your Fail
What is it?Your phone call opener is your verbal business card. It’s the first 9 seconds of your sales call - your "elevator statement" - and it determines whether your call continues… or crashes.Why do you need one?Because nobody owes you their time. You’ve got 9...
Sales Tip #2: ‘Say Their Name, Say Their Name’
Say Their Name. First. Always. And Yes, every single time.This is my favourite tip - start every email, call, message, or LinkedIn DM with their name. And keep using their name with every question asked. “Hi Sarah, quick question…” “James, this might be worth a look.”...
Sales Tip #1: The Follow Up
The Best Way to Follow Up Without Being Annoying? Treat your prospect like a person, not a pitch.Sales isn’t about hounding. It’s about connecting. (Have you ever read Dale Carnegie's "How to win friends and influence people"? only written in 1936 - check out the...
Why Vulnerability in Leadership Isn’t Weakness – It’s the Key to High-Performing Teams
Let’s get one thing straight - vulnerability isn’t about oversharing or being emotional in the workplace. It’s about being real. And in today’s fast-paced, high-pressure business world, realness is rare - but it’s also the secret weapon of the best leaders. Brené...
Curiosity: The Underrated Superpower in Recruitment
Let’s talk about the real edge in recruitment. Not a flashy CRM.Not the best interview script.Not even years of experience.It’s curiosity. The recruiters who consistently win - the ones who get the right person, the deep trust, the repeat clients - they aren’t just...
Extreme Ownership: The Unsexy Secret to Winning in Recruitment (and Life)
Let’s get one thing straight: Recruitment is not for the faint-hearted It’s not soft. It’s not passive. It’s not reactive. It’s a game of grit, self-leadership, and relentless ownership. If you’re waiting for someone else to give you a better client, a hotter...
Extreme Ownership in Recruitment: Why It’s the Only Way Forward Now
Let’s get real. You can blame the economy. You can blame the traffic. You can blame your CRM, your team, your clients, or the market. But none of it will change your pipeline.None of it will get you the visit, the call back, or the signed agreement. Because blame is...
Adaptability: Are You Green and Growing or Ripe and Rotting?
Let’s get things straight.You don’t grow by standing still.And in recruitment, the only constant is change. Right now, we’re not in a candidate-short market anymore.We’re in a SALES-constrained market. finding opportunity.Your job is to sell. Daily. With discipline....
Adaptability in Recruitment: The Smart Recruiter’s Superpower
Let’s get one thing clear. Adaptability isn’t a buzzword. It’s your survival kit. In recruitment today, we’re not just watching the game change - we’re playing on a whole new field. AI, automation, data scraping, chatbots, instant matching… it’s easy to feel like...
Emotional Intelligence: It Ain’t Motherhood & Apple Pie
Let’s get things straight. When you hear Emotional Intelligence, or EQ, do you picture group hugs, soft voices, and a productivity bonfire? Yeah. No. EQ isn’t about being soft. It isn’t about lowering standards or letting things slide. It’s about one thing: people...
The Superpower Every Great Recruiter Needs… (Even Us High-D Types)
Let’s get real. I’m a D on the DISC profile - dominant, driven, direct.My default setting?Move fast. Solve the problem. Get results. Sound like you?Then you already know emotional intelligence (EQ) doesn’t always come naturally.But here’s the uncomfortable truth:...
Discipline Is the New Sexy
Let’s be real:When most people hear the word discipline, they shrink a little.It sounds rigid. Cold. Maybe even a little militant. Not exactly sexy, right? But I’m here to challenge that. Because discipline is the most powerful, underrated, life-changing skill there...
Discipline Isn’t Sexy, But It’s a Superpower 💪
Every Year Starts the Same We set big goals, buy the new planner, make the resolution. “This is my year.” Then January 10 rolls around. You skip a workout, the fridge is empty, life gets hectic - and before you know it, that resolution’s been shoved in a drawer with...
Five Women Who Helped Me Find My Purpose (and Will Help You Find Yours)
But let me tell you something upfront: purpose is not just a fluffy buzzword. It’s the fuel that gets you out of bed, lights your fire, and keeps you going -even when others start talking about slowing down.And here's the truth: you don’t need a fancy title to have a...
What’s Your Purpose? Why It Matters More Than Ever (At Any Age)
Everyone’s talking about purpose. You hear it in TED Talks, see it splashed across Instagram quotes, and maybe even feel the quiet ache when you don’t quite know what yours is. But let me tell you something upfront: purpose is not just a fluffy buzzword. It’s the fuel...
Fixed Mindset vs. Growth Mindset: The Power of Perspective
Fixed Mindset vs. Growth Mindset: The Power of Perspective In the world of personal development, career advancement, and innovation, mindset is everything. The way we perceive challenges, setbacks, and opportunities can either propel us forward or keep us stuck. This...
Fixed Mindset vs. Growth Mindset: The Key to Lifelong Success
What Are Fixed and Growth Mindsets?The concept of a fixed mindset and a growth mindset was introduced by psychologist Carol Dweck in her groundbreaking book Mindset: The New Psychology of Success. In simple terms: Fixed Mindset: People believe their intelligence,...
The Resilience of the 6888th Battalion and the Tough Reality of Recruitment
Resilience is often linked to overcoming adversity, standing firm in the face of challenges, and pushing forward despite the odds. Few stories capture this as powerfully as the 6888th Central Postal Directory Battalion—an all-Black, all-female unit of the US Army...
Resilience: The Power of Persistence in the Face of Adversity
Resilience isn’t about avoiding challenges - it’s about adapting, pushing forward, and taking control of what’s within your power. Few people embody this better than Turia Pitt. In 2011, she suffered burns to 65% of her body after being caught in a grassfire during an...
Confidence is Earned: The Secret of Reps, Radical Responsibility & Magnetic Energy
Confidence isn’t something you’re born with. It isn’t something reserved for the extroverted, the talented, or the lucky few who just “have it.” Confidence is earned. And the way you earn it? Reps. Repetition. Practice. Taking action before you feel ready. Doing the...
Confidence: The Fuel That Ignites Success
What is Confidence? Confidence is the inner belief in our abilities, our worth, and our ability to take action - even when things feel uncertain. It’s that feeling of walking into a room and owning your space. It’s having the courage to speak up, take risks, and go...
Failure: The Road to Success – Lessons from J.K. Rowling and My Own Journey
"Rock bottom became the solid foundation on which I rebuilt my life." – J.K. Rowling Failure is a word most of us dread. We’re taught to avoid it, fear it, and view it as an endpoint. But what if failure was actually the key to success? What if, instead of fearing...
Monday Mindset: 12 Actions to Build a Healthy Relationship with Money (Inspired by Napoleon Hill)
Let’s get something out of the way upfront—most people might feel a little offended by the idea of focusing on “growing rich.” Many associate wealth with greed or selfishness. But what if we flipped that mindset? Being rich—or simply having financial abundance—doesn’t...
Money is Awesome: Embrace It, Love It, Grow It
Let’s talk about money. Yep, that thing we’ve all been told not to talk about. We’ve all heard the clichés:• “Money doesn’t grow on trees.”• “Money is the root of all evil.”• “Only greedy people want lots of money.” Here’s the thing: none of that is true. For a long...
Courage Like Mufasa: What the Lion King Teaches Us About Bold Moves in Life and Career
Disney’s The Lion King isn’t just a tale of talking lions and catchy songs—it’s a masterclass in courage, leadership, and transformation. Mufasa, the wise and regal king, shows us what it means to act boldly and lead with purpose. And then there’s Rafiki, the quirky...
The Courage to Step Outside the Box
My Story of Courage Courage is not about having no fear—it’s about taking action despite fear. Often, the most transformative moments in our lives begin with a single bold step into the unknown. I still remember the day I stepped outside the box and changed the...
Welcome to JSA’s Mindset Insights 2025: Building the Foundation for Your Dream Life
This week, I watched The Wizard of Oz for the very first time, and wow—what a journey it took me on. While it’s a beloved classic, it’s also a powerful reflection of life’s most important lessons. As Dorothy and her companions followed the Yellow Brick Road, I...
Will I Be Replaced by a Bot? The Human Touch in AI-Driven Recruitment
In the rapidly evolving landscape of recruitment, one question looms large: Will human recruiters be replaced by bots? As artificial intelligence (AI) continues to permeate various industries, it's natural to wonder about its implications on traditional roles,...
Is Your Business an A-Player Magnet? Or Do You Potentially DETER A-Players?
In the world of talent acquisition, finding A-Players who bring innovation and excellence is key to organisational success. Among the various stages of recruitment, the A-Player interview is crucial. As you strive to build a winning team, it's crucial to evaluate...
Attention to Detail vs. Getting Stuff Done What’s Your Take?
This week we’d like to start a discussion on an important topic: "Attention to Detail vs. Getting Stuff Done" Picture two scenarios: A team member who is meticulous and ensures high-quality output but takes longer to complete tasks. A team member who works quickly and...
You Want A-Players… Right? But… ARE YOU an A-Player Organisation?
Let's cut to the chase. If you're seeking A-Players to join your organisation, you need to ask yourself a hard question—ARE YOU an A-Player organisation? A-Players are the cream of the crop - individuals who bring exceptional skills, dedication, and innovation to the...
Resilience: We need employees who thrive under pressure… Our MPG ‘Fourth Attribute of an Ideal Team Player’
You know, the kind of moment where everything seems to be falling apart, and you need to act quickly to save the day? These moments highlight why having resilient employees is crucial for any workplace. Time is money, and you want driven, committed, resilient team...
New Year, New Faces: How Onboarding Sets the Tone for Success
As we head into welcoming another year, it’s an ideal moment for contemplation on the significance of how we embrace and welcome new talent into our organisations. Onboarding is not just a mere checklist, it’s the foundational pillar for the success of our upcoming...
Mastering the Art of Interviewing: How Did We Score in 2023?
In the ever-evolving landscape of talent acquisition, the interview process still remains as a critical gateway to securing and nurturing the right individuals for organisational growth. As we look back on our own progress through 2023, it is essential to acknowledge...
Hunger in the Workplace – So, Why Do We All work? Pat Lencioni’s ‘The 3 Attributes of an Ideal Team Player’
Today, we're continuing our discussion from Pat Lencioni's 'The 3 Attributes of an Ideal Team Player,' focusing today on the attribute of 'Hungry.' Hungry is an intriguing trait... Beyond the obvious, why do you work? It's a question we pose to every candidate during...
Why Sales Applicants Are Falling Short And What It Means for You
Remember the stereotypical 'slimy sales' person from the 1980s and 1990s? Well, they’re making a comeback… and it’s dragging down the quality of candidates we’re seeing for sales roles today. Back then, aggressive sales tactics were the norm, especially in...
The Game Has Changed: Navigating the Evolving Recruitment Landscape The New Reality of Candidate Overload
Today wanted to share some insights on the changing dynamics of the recruitment landscape and how we, at MPG are adapting to these new conditions. In today’s recruitment world, we are witnessing an unprecedented influx of job applications. With platforms like Seek and...
The NEED for SPEED: Securing Top Talent – Before It Slips Away…
In today's cutthroat job market, the competition to secure top talent (‘A’ Players) is at its peak, emphasising the crucial role of timely and decisive actions throughout the hiring process. Exceptional talent ‘A’ Players don't wait, underscoring the importance of...
Being Humble: What Does It Really Mean? Pat Lencioni’s ‘The 3 Attributes of an Ideal Team Player’
At My People Group, we’re big fans of Patrick Lencioni. His book, "The Ideal Team Player," is a cornerstone for us, especially his concept of the three essential attributes HUMBLE, HUNGRY and SMART. 🌟Today, let's dive into the first attribute: HUMBLE.🌟 What does a...
People Smarts: One of THE MOST Important Attributes Pat Lencioni’s ‘The 3 Attributes of an Ideal Team Player’
Pat Lencioni's third attribute of an ‘Ideal Team Player’, often referred to as "people smarts" or "emotional intelligence," focuses on an individual's ability to understand and effectively interact with others. Here's a breakdown of what "people smarts" entail and why...
Optimising New Year First-Week Check-Ins for Retention & Productivity!
Employee engagement is a crucial factor in both retention and productivity, playing a key role in fostering a strong and enduring bond among all team members in your workplace. We all know that open lines of communication are the secret sauce in a successful business,...