May 02, 2013
If you are totally happy with the results your organization is achieving – read no further. You either don’t need or don’t want help.
If you decide to keep reading, I would like you to sit back and create a vision. Imagine what your organization would look...
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April 29, 2013
If people around you were asked how well you listen, what would they say?
Think about the last time you were in a conversation and consider where you were on the following scale:
Where would you place most of your conversations with loved ones, friends,...
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April 12, 2013
Feedback for your business is just like the thermostat in your office. It monitors the temperature and gives the information to the climate control system, that is essential to keep you comfortable. The success of your organization depends on feedback; where...
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April 08, 2013
There are many questions you can ask a prospective customer; but, one of the simplest and most important is, “What do you need?” In a retail environment, business-to-business or business-to-consumer, if we don’t discover what the prospect needs, it’s...
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March 26, 2013
Feedback in its simplest form: you look in the mirror, realize you have mustard on your lip, and wipe it off. An acceptable standard developed from past experience is a clean face; the method of measuring the current status - a mirror; a current picture of...
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March 12, 2013
Sometimes, as sales managers and coaches, we have to dig deeper for honest answers in order to reach a level where we can provide constructive feedback.
Salespeople are taught to be positive, optimistic and confident. The first answer you get is always going...
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February 26, 2013
You can’t always tell if something is real. Fool’s gold, Ponzi schemes, green labeling, creative resumes; most of us have been duped at least once by someone who deliberately misrepresented themselves or their deal. A prospective buyer looking at your company...
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February 05, 2013
Authentic leadership comes from the heart. Authentic leaders have a set of strengths and they lead in accordance with those strengths. They are passionate and they have a strong vision of the future. They are real. We know where they stand. We may not always...
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January 30, 2013
What if instead of spending an hour today reading an interesting book you watch sitcoms or soap operas? Would this make a big difference in your life? Maybe not. What if you do the same thing tomorrow? Would it make a difference? Again, maybe not. But, what...
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January 22, 2013
“A journey of a thousand miles begins with a single step.” Lao-Tzu
If you were to advise the next generation as they enter the workforce, you would probably tell them that real life is very different than school. It’s possible to cram for exams, pull an all-...
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