Articles

The Future of Work: 5 Skills for the Robotic Age

Article by , October 19, 2021

The challenges of 21st-century work—rapid innovation, unrelenting change and unprecedented uncertainty—have created a stress pandemic. Depending on your disposition, you may view the future as ripe for a spectacular explosion of creativity or poised on the brink of self-destruction. Either way, there’s no going back.


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Ride-Along Coaching: It’s Not What You Think

Article by , October 19, 2021

I’ve been helping businesses troubleshoot their sales training strategies for over two decades and here’s what I see with painful consistency in the marketplace today: the biggest impediment to success with ride-along coaching doesn’t rest with the sellers…it rests solely with the coach!


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Disciplined Thinking

Article by , September 20, 2021

Get disciplined with your thinking! By doing this, you gain a sense of poise—one that gives you the emotional space you need to cope with daily challenges, but also a state to bounce back into where you are focused and resilient.


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Getting Your Sales Calls Returned

Article by , August 26, 2021

So, what’s the secret to getting your sales calls returned? Well, there is no real “secret.” In fact, the two real “secrets” to getting calls returned are widely known…yet often not practiced.


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Leadership, Trauma, and Recovery

Article by , August 14, 2021

The way we live and work has changed dramatically the past year, upending our routines, our identities, and for many, our sense of security. The trauma of job insecurity, health insecurity, major intergenerational loss, and culture assaults leave us reeling and impact our productivity. Leaders are concerned about their employee’s well-being and safety.


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When Prices Go Up, Sellers Get Down to Business

Article by , July 12, 2021

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups. But in others, the spikes are meteoric, due in large part to ongoing complications in the global supply chain.


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