It took a fall from a 3 story roof.

Today, I’m sharing something very personal.

I recorded an interview with Blair Potter of Meeting Professionals International.  He asked me about an impactful moment that helped me become a better listener.

I have never been asked this question before and so it surprised me that this story came out of me. I found it hard to keep the tears back.

I shared the story of when my husband fell from a 3-story roof.

In the days that followed in hospital, I realised I wasn’t truly listening to his needs.

That realisation changed everything for me.

 I believe in the power of sharing these moments as it may help someone else.

In my keynote on Listening, I offer practical tips and techniques on how to zone in and improve our listening skills.

Listening is such a powerful skill in sales and in building better relationships with clients.

Sales leaders - it is a transformative skill to build stronger relationships with your sales teams.

Take a ...

Yahoo for 2025.  Those are the words of my 84 year old Dad...on New Years Eve at 11:50.

His next words were "Whiskey all round!"

Dad's pain levels were 9/10 at this moment.  He still dug deep.

Listen in to find what might help you on those days where you need a little help.

My very best to you.

Effective Proposal Writing for Business Growth

In my recent workshop, *How to Write Proposals that WIN*, I shared practical strategies to make proposals resonate with clients and leave a lasting impression.

Proposals should always focus on the client—not on terms and conditions. Often, proposals end up feeling corporate and impersonal, but this can be avoided by making a few key adjustments that truly enhance client engagement.

**Focus on the Client’s Needs**

A successful proposal puts the client’s priorities front and centre. It’s tempting to start with terms and conditions.  However this risks setting the wrong tone right from the start.

Instead, I recommend saving those details for later in the proposal - yet still making them obvious.  Lead with a client-centred approach that showcases how your team can specifically address their goals.

**Create a Visual and Engaging First Impression**

People tend to scan before they read, so I encourage adding visual appeal to proposals. T...

One thing has become clear in my conversations with Sales Leaders -  many teams are struggling to have more conversations with **new clients**, especially when no prior relationship exists.

This challenge applies equally to both experienced salespeople and those newer to sales.

 So, how do you help your team overcome this?

### 1. Start with the Basics 💬 

Even seasoned sales professionals can forget the fundamentals when they get busy. That’s why I always start with **conversation skills training**.

It may sound simple, but experienced salespeople often say to me, "Ciara, I forgot about doing that."  I find that when people get busy, they stop doing the basics right and opt to send an email instead! 

Email doesn't build loyal client relationships.

This back-to-basics approach helps refocus the team on what really works: leading the conversation, asking the right questions, and creating space for meaningful dialogue.

### 2. Focus on Value-Driven Conversations 🎯 

The next step is...

That's my Dad throwing me up in the air. I still remember the elation and that feeling of pure TRUST, that he would catch me every time.

My Dad is turning 84 this year.  He has worked in his family’s stone business since he was 15. He is dyslexic and was made to feel stupid in school, so he left early.  As he says himself – “I found my way in life once I got working with my hands”.  

He worked each day with his Dad, and his 2 uncles learning his craft as a Stone Mason.  From time to time travelling stone masons would work with them for a few months, they would help to carve Celtic Crosses and then move on to the next stone masons’ yard.

He discovered he was best at sales – loving the opportunity to hit the road and call to people’s houses, businesses, and the churches in his area.

Along with his brother Pat, he built the business from a business of 5 people to 120 people at its height.

I asked Dad recently if he believed in reincarnation.  His answer was that he believed in it...

My hairdresser (Elle) served a glass of whiskey on New Years Eve.  What a surprise that was at 11am!!  

I just love surprises in customer service.  I am a new customer of Elle's.  

As I usually share everyday experiences and link it to lessons in sales... this is my take on my move to a new hairdressers last year. 

I had to change hairdressers in July because Martina (my previous hairdresser) had to give up her craft after 25 years.  Her back just couldn't take it anymore.  

I was devastated (and shed a tear when she told me). Not only did she know how to do my thick and curly hair, I also had such a laugh going there. It was the real social hub of the village, and you could end up having a conversation on any topic and I met such diverse people when there, which I loved. 

The experience made me think about the complexities of changing suppliers – and the work salespeople need to do to “persuade” a buyer to make the change.  

It is a task many buyers will face this year – re...

I’ve been crafting nurture sequences (manual and automated) for about 10 years and most of the principles in that skill apply to the use of AI in following up after tradeshows.  AI has been around a long time – it’s just more easily accessible now with Chatgpt being the buzz word of 2023.

There are 3 key areas to get right in using AI and automating some of your follow-up.

1. Personalization – always send personalised messages – specific to their needs and or what they are interested in.
2. Timing – ideally within 24 hours of meeting them for a quick touch base. AI makes this easier.
3. Systemize it – have a process in place that is consistent, clear and not haphazard.

One of the BIG downfalls of following up is that it is not done with purpose and regularly enough. 

People tend to give up after 1 or 2 follow up attempts. 

According to Tradeshowlabs.com, it takes approximately 3.5 sales calls to close a lead generated at a trade show.

Yet, I’ve regularly heard people say to me – tha...

This is a recording of my contribution to Global Meetings Industry Day - where my brief was to elevate the mindset of the events industry to talk about the importance of their work.

Persuasion is a fundamental aspect of any role in the business world.  We all engage in persuasion in one form or another.   Whether you are an Event Planner looking to promote your event within your organization, justifying event investments, or secure a larger budget.  

OR if you are in sales and aiming to secure new high value business deals – this is for you. 

This is an insight on the profound impact the events industry has on business.   Let’s work together to raise the industry’s profile, positioning it more prominently at the boardroom table to minimize budget cuts and maximize ROI. 

 Learner Outcomes:

•  Learn effective strategies to communicate your contributions and secure a seat at the boardroom table and winning the deal, while also ensuring mutually beneficial outcomes. 
• Gain a deeper un
...

What is great follow up to after a trade show, conference or doing sales calls.  Make sure you do this one thing to avoid the table tennis game afterwards.  

You know the way - you had a great conversation with them at the time, then you end up trying to chase them... and annoyingly they aren't getting back to you.

Try these techniques and have more success.

You heard the words Follow-Up, Follow-Up, Follow-Up before.  It is indeed a key sales move and skill to develop.  How you do it will define you and set you apart from the sea of sameness. 

Press play to discover this effective, proven tactic in 1 minute.