Entries by Steve Giglio

What is a Healthy Debate?

One often hears the term “healthy debate” as a reference to two or more sides getting together to hash out an issue that could escalate into argumentative discourse if not dealt with upfront. Some might believe that a debate in business cannot be healthy at all since it pits people against each other. They’d rather […]

Risk Giving Your Opinion

Imagine you are the quarterback of a football team. You drive the team to the goal line…just one yard separates you from a touchdown. But instead of directing the next play, you walk off the field, leaving your team stunned and unsure how to proceed. That’s what a client of mine has been doing her […]

Enjoy People

Many years ago a client of mine offered me a position at his company. During his invitation, he asked, “Are you as approachable from 5pm to 9am as you are from 9am to 5pm?” I remember freezing at his question. I had no idea how to answer him (though I was pretty sure my answer […]

Find Your Gift

What is your gift? I bet that’s a question you haven’t asked yourself in a while…or at all. You should have an answer. Most people don’t. That is not to say that people don’t have a gift. They do; they just haven’t defined it. In business development and sales, I always say that people buy […]

Stay with Their Vision

I often talk (and write) about “pain points” and “staying in the pain” with clients. I stress that finding out where a clients’ frustrations may lie or what keeps them up at night is a good way to tailor your recommendations so that you address those core concerns, all the time. But the flip side […]

Getting to the Decision Maker

When proposing…well…anything…it’s critical that you get to the decision maker. While that’s true, don’t rush it! Take your time because you’re ultimately going to need some help. Don’t Jump Over Your Current Contact Tread smartly before you ask to meet Mr./Ms. Big. What I mean is make sure your current contact understands and blesses your […]