No one ever said that being a good leader was easy. A leader's actions are constantly scrutinized and their leadership qualities help get them through good times and bad. Employees look up to, respect and work very hard for these qualities - which… Continue Reading
There are a lot of people who are very good people with very good skills that also happen to be in the wrong role. When this is true, they struggle to produce the results their company needs from them, making the company unhappy with their… Continue Reading
This past week, one of my teams was working on a client issue. There was a flurry of emails sent back and forth, each one a draft of the message that might be sent to the client in an attempt to resolve the issue. Different people had different…
Your strategy for acquiring new clients is not very likely to be the difference between your results and the results you need. Your sales process and your sales methodologies are almost certainly up to the task of acquiring new clients.
One of the very best questions you can ask yourself as a sales manager is this: “If I were to leave today, what are the first three changes the person who follows me will make without hesitation?” The power in this question is that you have to…
As a professional salesperson, did you even realize that there is a social environment in business in sales? If you did, you were probably one of the more successful salespeople in your organization. If you didn't, you probably aren't. That is one… Continue Reading
The phrase “moral management” may not be one you’ve heard much in the context of your business or sales career, but it’s a concept that leadership legend Tom Peters is emphasizing more often these days. He’s come to believe that one of… Continue Reading
There is a force that causes businesses to produce results that are far less than the those they are capable of creating. It causes them to lose the talented employees they need, and it causes them to treat their clients and customers poorly—and…
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