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 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 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
Paul has helped us with a number of opportunities, supporting the development and running of workshops with our teams, as well as the all-important analysis of workshop artifacts to help us take forward the insight he helps surface. He brings a unique and friendly approach that includes everyone, is highly empathetic and considerate, and ensures that everyone steps out of their normal ways of thinking. I find him incredibly easy to work with, and enjoy every conversation as I always come away with ideas reframed and a renewed enthusiasm to tackle the complex problems he is so adept at unpacking and addressing. I wouldn’t hesitate to recommend Paul to others looking to bring in some new perspectives to any business challenge in an approachable and inclusive way.
Jake Fraser: Institution of Mechanical Engineers
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
Paul ran a workshop recently that transformed my salesforce. Too often we seek the same answers to the perennial question of 'we need more sales'. Paul disrupted our thinking with a fast paced, very human centred interactive session that I witnessed knocked people out of their comfort zone. A workshop full of ideas, techniques and supportive feedback that was perfect for my team. Results are already showing signs of positive growth.
Brenda Smith-O'Halloran: Equiniti Financial Services Limited
It’s an immense pleasure for me to write this recommendation for Paul. I met Paul for a podcast on systems integration and Paul was the host, while he was leading the EMEA sales operation at IBM. We started a wonderful conversation that day and it’s still going on today! Paul has been an excellent mentor for me and has always been keen to listen. I cherish learning from him and how he explores the solution domain as well as opportunity domain for each problem that we discuss and tackle. He is a very kind and warm individual and really believes in cultivating positive relationships that open up a world of opportunities and growth for those who are lucky to know him.
Vijay Patil: HS2