Are you investing in your employees? If you have employees who want to do a good job but who don’t have the tools and skills to accomplish this goal, you’ll end up with frustrated employees who are not engaged. What percentage of your employees do you think are in this position? In our client experience, […]
Although the art of listening is frequently the difference between leadership success and failure, it is often taken for granted, and rarely taught in schools—at any level. We have an urgent need for leadership development in the art of listening.
Every gatekeeper is a potential obstacle holding you back from getting the sales results you’re looking for. But don’t blame them if they are successful! It’s your job to manage them. Do this skillfully by implementing all three types of strategies I’ve outlined and transform your stuck deals into accelerated sales success.
The fastest way to your next sale isn’t found by simply connecting with a single decision-maker in a targeted organization. There’s a better way. And it’s one that every top-ranked seller I know in the marketplace today employs masterfully in their work.
Despite what we have learned over the past two decades, the workplace bully remains a key problem for leaders and managers. The experts including academics, management consultants and industrial psychologists all report an increase in bullying. And it’s not limited by demographics, tax brackets, or titles: bullying is increasing in cubicles, manufacturing plants, and even executive suites.
…when on the hunt for prospects, beware of the talk trap. Be on your guard when you are shown a wealth of attention matched by lack of substantive answers to your probing questions. Only once you are able to correctly identify a talk trap are you able to take decisive steps to avoid one.
Clients and colleagues have demonstrated a heightened interest in inventory reduction recently despite not yet seeing the full value! Certainly with everyone worried about a potential recession in 2020, they are starting to think about not tying up as much cash in inventory but that is not the 100 pound gorilla. The real question is […]
Leaders with strong personal brands have honed their personal skills to be reliable and trustworthy under pressure. This includes being calm, reasonable and poised. People put their faith in leaders who are a rock in a storm because this represents safety and security.
Today’s buyers see risk everywhere. They want to verify who your company is — and decide in advance if you’re worthy of their business. They don’t have the time or stomach to deal with people they can’t trust.