Sales Prospecting – how to pan for gold

Posted by Graham Dockrill
On April 23, 2018

The singer Meatloaf famously sang, “You’ll never find your gold on a sandy beach, you’ll never drill for oil on a city street…” Although Meatloaf was singing about true love, these lyrics can also be applied to sales prospecting. There’s a simple reason ‘prospecting’ is a term used amongst treasure hunters and sales executives alike. […]

2018 FinTech Outlook

Posted by Graham Dockrill
On March 24, 2018

2017 was a record-breaking year for FinTech (Financial Technology) in London and 2018 promises to deliver plenty more of the same. Globally, $16.6 billion USD was invested in FinTech in 2017, a new annual record. That cash went to the more than 5,000 FinTech businesses operating today throughout the world. Among them are 25 organisations […]

So you want to be an Entrepreneur – there’s a programme for that

Posted by Graham Dockrill
On January 28, 2018

Recently I accepted the role of ‘Entrepreneur in Residence’ at the prestigious University of Canterbury Centre for Entrepreneurship (http://www.canterbury.ac.nz/business/uce/about-uce/). This Summer start-up programme is an intensive ten weeks from November to February. Using the Lean Business Model methodology in conjunction with supportive mentoring students experience what it’s like starting a new venture by turning their […]

A yes in a world of no’s – aligning strategy and sales

Posted by Graham Dockrill
On November 30, 2017

Sales is challenging profession requiring the skills of persuasion, confidence and instilling trust. There are common traits that all salespeople possess. There are also unique challenges. These challenges are similar in nature. Broadly speaking a salesperson’s day will consist of a mixture of the following: Prospecting Qualifying Closing When you are prospecting and qualifying a […]

What works – My favourite co-working spaces in NYC

Posted by Graham Dockrill
On November 1, 2017

Networking is an essential part of any businessperson’s life. It enables you to meet new people and create new opportunities. By being open-minded you can challenge the status quo, grow your business and think differently. The most successful ideas I have incorporated into my businesses are often from an unrelated sector. When mining for gold, […]

Show me the money – 7 types of entrepreneurial funding

Posted by Graham Dockrill
On October 23, 2017

The world of technology is fast-paced and exciting. Owning a business with unlimited scale and high growth potential is both a blessing and a curse. Having founded multiple startups I can attest that it’s not uncommon to experience triple digit growth year-on-year. Process and scale issues aside, the biggest challenge these organizations face is the […]

The peaks and pits of working remotely and how to make it work for you

Posted by Graham Dockrill
On August 28, 2017

As an entrepreneur and sales consultant, I have the luxury of an ever-changing work environment. This ranges across cities, countries and continents, month by month. The variation is great for creative thinking, exposure to new perspectives and endless networking opportunities. It does not however come without trials. The absence of an ‘office’ where you understand […]

How to sell your Grandmother

Posted by Graham Dockrill
On July 22, 2017

A zealous salesperson is often said to be willing to ‘sell their own grandmother, given half a chance’. This may be a humorous and harsh colloquialism but the old adage that ‘cash-flow is the lifeblood of any organisation’ rings true for all businesses the world over. Selling doesn’t come naturally to everyone. Business development, marketing, […]

Making Lemonade – Brexit Opportunities

Posted by Graham Dockrill
On July 7, 2017

Shortly before 12.30pm on 29 March 2017 British Prime Minister Theresa May triggered Article 50. Consequently Britain needs to officially leave the European Union (EU) no later than April 2019. For the next two years, Britain will thrash out a deal for leaving the EU, undoubtedly a lengthy and complicated process. Any deal must be approved by […]

How do you build the fastest yacht in the world? By going slow.

Posted by Graham Dockrill
On July 2, 2017

The beauty of waiting until the last minute to do something is that it’ll only take a minute. Such is the procrastinator’s motto, and it’s mostly tongue-in-cheek. I advocate that procrastinating and going slow makes you more creative. Emirates Team New Zealand (ETNZ) won the 35th Americas cup in amazing style. They are innovative, disruptive […]

The New York Hustle

Posted by Graham Dockrill
On June 27, 2017

If you can make it in New York City (NYC), you can make it anywhere. NYC is one of the most dynamic, creative and busiest places on earth. It requires a certain amount of skill to navigate the business ecosystem and connect with key people of influence. To successfully sell in NYC you need to […]

Buying your first Aston Martin – importing a car from the UK

Posted by Graham Dockrill
On June 4, 2017

One of the more interesting and unique projects we’re working on is the importation of classic motor vehicles and high value near-new cars from the United Kingdom to New Zealand. When buying any used vehicle, the motto of ‘caveat emptor’, a Latin term meaning ‘let the buyer beware’, still resonates strongly. This adage is even […]

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