June 14, 2013
A healthy organization, like a healthy human, must take care of many aspects of life in order to achieve a clear, worthy future.
As a leader, ensure that each of these six areas receives care:
1. A Clear and Worthwhile Purpose
An organizational mission...
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June 06, 2013
Those who say cold calling doesn’t work are wrong.
Cold calling may not work as well as it used to, but it still works. Naysayers probably just don’t want to work that hard. Fair enough. But a problem is created when you decide that cold calling doesn’t work...
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May 17, 2013
Too often, leaders facing the day-to-day demands of their organization don’t look into the future to see what should be. A clear, well-articulated vision is an essential launching pad for leading an organization to new heights.
Build your vision upon reality...
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May 13, 2013
“Don’t just sit there, do something!”
That exhortation rings in my ears whenever I sit quietly, stare out the window, and let my mind flow where it will in order to solve a problem or capture an opportunity. I’m not sure who planted that message. Perhaps it...
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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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