Authentic Business Dialogue During Tough Times
You can easily make the case that the dialogue in most business environments is never fully authentic, but during difficult times such as the [...]
Is Your Corporate Culture Creating Cows?
Is your business environment driving innovation and creativity - or numbness and passivity? CEOs and executive managers understand that today's rapidly changing global marketplace [...]
The Ultimate Key to Effective Communication
Is there a single "holy grail" of effective communication? For more than 20 years I have been helping organizations and individuals improve their communication [...]
Can We Talk? Apparently Not When It Matters Most.
When you ask people to rate themselves in terms of communication ability, the most common response is "slightly above average." In fact, more than [...]
Hold on to Your Sales Talent
Finding, Attracting and KEEPING the Best Salespeople The average cost of losing a salesperson with repeat and referral business ranges from $50,000 to $250,000 [...]
Are You as Good as You Think You Are?
Do you have a blind spot? How would you know if you did? It is not uncommon for people to close their eyes to [...]
Beware the Leadership Bubble
The "leadership bubble" may be preventing you from getting all of the information you need to effective lead your organization. Whether you realize it [...]
Don’t Hire Stupid Salespeople
Do Smarter Salespeople Perform Better? Of course they do. In every market and every industry. High IQ salespeople perform better than their average (and [...]
Understanding Behavioral Styles
Four-factor "DISC" behavioral models are ubiquitous in the world of corporate training and development today. A simple Google search produces over a hundred different [...]
What Do Employees REALLY Think of Corporate Training?
Are your employees telling you what they really think of your corporate training initiatives? Probably not. Because you're not asking the right questions, and [...]
6 Components of a Great Corporate Culture
The benefits of a strong corporate culture are both intuitive and supported by social science. According to James L. Heskett, culture "can account for [...]
The Profit Power of Corporate Culture
In the new book The Culture Cycle, Professor Emeritus James L. Heskett demonstrates that developing the right corporate culture helps companies be more profitable [...]
Its Easier to Give Birth than to Raise the Dead
Can You Really Change a Deeply Ingrained Business Culture? It is interesting to hear management consultants talk about changing corporate culture, as if it [...]
Are You a “Counterfeit” Prospector?
If your prospecting activity isn't producing results, maybe you're a “Counterfeit” Prospector. For many salespeople, prospecting is a lot like going to the health [...]
Don’t Hire Ugly Salespeople
Does Attractiveness Drive Sales Results? Like it or not, the unequivocal answer is yes. Most of us are much more open to a sales [...]
Consultative Selling—Coaching Questions
Consultative Selling—Coaching/Analysis Questions Advance Preparation Does the salesperson have complete, COMPREHENSIVE knowledge or products/services offered? Is the salesperson thoroughly familiar with all processes and [...]
What it Really Takes to Win in a Tough Economy
When Your Prospects are in "Survival Mode," Sell Survival Gear At its core every sale is driven by a customer need. When times are [...]
Ten Traits of Top Salespeople
Ten traits are common to the most effective salespeople—those salespeople who, by instinct, intense practice, or a combination of the two, manage to pull [...]
