- When you create uncertainty, you make it difficult for your client to move forward with change.
- The more complex the sale, the more certainty your contacts need to agree to move forward.
- You establish yourself as the right…
Groups of world-class performers share a common set of beliefs and behaviors, whether they’re orchestras, sports teams, or military organizations. It pays to observe and imitate their practices, as following high-achieving models can improve…Continue Reading
There are many reasons salespeople and sales organizations struggle to produce better results. There aren't any secrets that allow some sales organizations to perform better than their peers. Because what you need to know is already known, what…Continue Reading
A leader is one who imagines a better future and is accountable for delivering it. Vision comes first, a result of an unwillingness to accept things as they are now, and a desire to improve them. Accountability follows, ensuring you vigorously and…Continue Reading
The competencies and character traits that make one an effective leader are too many and too varied to compile on a single list. While there are as many ways to be an ineffective leader, this list of ten missing ingredients is a good start to what…Continue Reading
It isn't easy to create or maintain a culture of accountability, one where people are responsible for their results. Most organizations have too little accountability and struggle to create an environment where it can take hold. Autocratic leaders…Continue Reading