Ideas. We all have them. We need them to survive and thrive whether in personal life or in the world of work. But where do they come from? And when we are talking about new ideas does our track record of ideas success (and failure) matter? Should we forget the past and only look forward? Will this time be different? And for those employed to be 'ideas people' can we rely on them alone to be the saviour or can we simply take a look on social media and use what strangers are seducing us with?
If we just find the time to ask this question - what question have I not asked you that you feel I should have what would we learn? Questions are the lifeblood of how we grow. They seek information to help us understand each other but too often we are converged too much on asking questions that suit a situation constraining us unfairly into closed mindset moments. Yet the human is desperate to learn more. Why not try the question and see what you learn? It might surprise you.
In our instant gratification lives we are often guilty of relying on the 'heard it before' auto pilot response when thinking about problems. Despite our attempts to think differently at some point or other we can get caught out and miss the opportunity to see something we might miss.
We might be good at telling stories to our children but why do we struggle to tell good business stories? Have we become lazy or too reliant on others or social media to do it for us? But hang on we were never trained to tell stories so we have to go with what we think.
How we are seduced by technology through innovation that fuels our confidence we can do better and at a greater pace. Where agile and fragile are often too close for comfort. the ChatGPT AI debate in early 2023 sort of underlines my perspective.
My first book! A book about sales but really about you and me. How we can rediscover our inner Diverger to get more from the conversations we have. What is a Diverger? You and me for a start. It is just years of curiosity gets stripped away from us. My book is about how you can put it back.
How a community came together joined by the desire to share stories and mutual respect. 48 amazing people.
How can we use time better to understand the other person whilst still getting our point of view across - in 60 minutes.
Understanding the person with a problem is a much under-utilised aspect of selling today. Instead we prefer to assume.
I first had the pleasure of meeting Paul at BLIX Network, where he introduced me to the world of Design Thinking. Initially, I thought I had a good understanding of the concept, but Paul showed me there were many elements I had missed. What impressed me most was how he personalized our interactions by discussing topics that resonated with me in my day-to-day life. He also connected me with a design thinking community, allowing me to share my ideas and engage with others. I am sincerely grateful for this opportunity and want to give a shoutout to Paul for his invaluable support. 😊Wezi Mulenga: BLIX Mentee |
I have been in technology sales for a long time now and to read Paul's book was the proverbial breath of fresh air. Why? Sales training has become so prescriptive and hard coded that to hear Paul's point of view on how to approach the other person - in my case my customers - has really helped me re-connect with my curious side. The ideas he shares are common sense yet wonderfully described and I absolutely loved the way he introduced so many storytellers to underline his key point,Helen Liaudin, Sales Leader, Ricoh
Paul ran a most wonderful problem solving workshop for my sales leadership team recently. He called it a Bullet Hole and Mother-in-Law workshop which perfectly summed up what was needed. Too much of what we do is locked into a closed mindset so to be encouraged to think there is no box by Paul was refreshing. Being able to find our own blind spots in our approach has helped my team get a new lease of life!Nils Van DerZijl: Sales Leader
Paul is one of life’s ‘energisers’. His curiosity, his unique perspective on problem solving, his ability to find new and different ways of delivering value is a joy. I once said that the ability to connect with people and still be highly technical was as rare as hen’s teeth – but he proved me wrong. If you’re looking for someone to challenge conventional thinking, see things differently - and especially if you are curious to explore design thinking and how it can work for you - he’s your go to person.Isobel Rimmer: CEO - Masterclass Training
I'm making Paul's book a Must Read for all of my consultants around the world to help them frame their thinking as they interact with our customers. I think my team will also find the guidance from this book beneficial in their day to day interactions with their family, friends, and in their community. In this data laden world with an infinite amount of information at our fingertips, we think we have the answer to everything... Paul, your book succinctly highlighted fundamental aspects of every day human thought and action that is so important in the new world we live in these days...Rand Moritomo: Convergent Computing
I have known Paul for many years’ now and he gives an insightful and intriguing view on the ‘landscape’ for a technology sales person today. He crossed the commercial world of construction with high technology and was moved to write a book about something close to my heart – buying technology needs a lot more business conversation than features and benefits.Mark Bew: CEO PCSG
Paul was my mentor as part of the Women Ahead programme which develops women in sport and business. Paul was a great help in getting me to think about situations and problems differently. He was also able to introduce me to useful contacts within his network. His support has been extremely valuable.Bee Hunter: Rugby League Cup 2021
Even though Paul and I worked for competing companies, I enjoyed collaborating with him while both of us served on an advisory committee for one of our joint technology partners. Paul is able to look at a problem and evaluate it from angles that are not intuitive or obvious to most people. The result is a fresh look at a solution.Weston Morris: UNISYS
Paul was part of the senior team at Ricoh during my time at Manchester Airport Group. What I really liked about Paul was his ability to bring a different perspective to a discussion, but never just for the sake of it. His deep understanding of innovation in the industry was of tremendous personal value to me - I found our discussions enjoyable and thought provoking .Matt Stephenson: Stepthinking