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Celebrating 10 years of Andy Coughlin Consulting

We are delighted to share the news that Andy Coughlin Consulting is 10 years old. Andy shares lots of thanks and gratitude that has been added to the mix over the years to bring ACC to where it is today.  “Every organisation or project can benefit from outlining clear...

What’s driving your customer?

If you’ve participated in the Gazing Mindset Selling programme you’ll know we talk about the stages people go through when making significant  decisions. Our job as influencers is to locate the other person in the Decision Making Cycle © (DMC) and decide the right...

Terrain Mapping your opportunity

Whether you’re selling to a new prospect, or managing an existing customer, it’s so important to be connected with, and talking to, the right people. And over time, those people may change. Talking to the wrong people, or being unaware of the changes that could be...

From red2blue

Organisations around the world use the red2blue model to help support high performance under pressure. We all go ‘red side’ from time to time; we wouldn’t be human if we didn’t. But it’s not a great place from which to operate, and spending too much time...

Locate your customer

When I was Sales Director in a previous business, I had a pretty clear idea of how I sold. And it worked ok. But when I started building a team, bringing in colleagues, joining them for meetings, I got frustrated at the radically different approaches. Kicks under the...

Process over outcome

You’ll often hear elite sportsmen and women talking about ‘controlling the controllables’. At Gazing we call this ‘blue head behaviour’. To dwell on the outcome, what might happen, is the red-headed approach: What if we lose the deal? What if the customer doesn’t like...

Stay on-task in difficult times

‘Diversions or distractions are the enemy of productivity. When we run our workshops we often run the ‘Bad Day in the Office’ exercise, designed to tease out all the things that can divert our focus, and impact on our ability to perform. Coronavirus is that on...

The importance of clear direction

The best thing you can do for your team is to set a clear direction. ‘This is what we are aiming to achieve, and this is what it means for you and you and you.’ Once that is clear, everything then flows from that. It’s especially helpful to get that clarity when the...