Entries by Steve Giglio

The Arrogance of Selling

This blog/message is written as a reminder for you..and me. You know that swagger you have when you walk into a client’s office ready to present your product/service? STOP IT! Start walking in with a presence of curiosity and support, not surety. It’s implicit that you know and can defend your offering. However, that’s not […]

10 Things to Know About Your Clients

If you’ve followed my blog over the years, you know how much I stress doing your homework. It’s critical. When dealing with smaller companies, this task is mostly manageable. However, with larger companies, you may find that the challenge isn’t getting enough information…it’s getting enough of the RIGHT information. To help, I’ve narrowed the focus […]

Get Involved…or Get Out!

Hold onto your hats…this post will sting a bit. Business Development leaders, what are you doing each day to make your team a team of green berets? Are you on the sidelines reporting their achievements or are you on the field shaping their achievements? Too often I’m finding leaders are on the sidelines, tracking progress […]

Managing Organic Growth After a Merge

Many organizations scale their business inorganically through buying and merging with companies that enhance/broaden their business proposition. “Overnight” these newly formed entities have a blended set of employees, vendors and customers. This is a fine strategy except once these marriages have taken place, an organization needs to meld their businesses into one cohesive unit that’s […]

Clues Are in the Research

I believe it was Dale Carnegie who once said; “Arouse an interest in another person before you present your idea…” I’ve expounded on this for years…the sale is made in the listening, not in the presentation. But listening without perspective is a lost opportunity to connect. Doing some quick research about your key client contact, […]

Don’t Give It Away

You go into a meeting where you will be pitching your company’s services and/or products. At some point, the client turns into a charity case when their expectation is that you will do some of the work for free as “goodwill” to earn their business. Been there? And did you comply? You shouldn’t. Even though […]

Leadership Is Not Overcommitting!

Raise your hand if you have ever said one or more of the following: I’d like to spend time leading my team, but I’ve got to focus on…. Recruiting Renewing my existing clients Retaining my high performers Branding activity My P+L Business forecasting HR issues Compliance issues Daily fire drills Operational issues only I can […]