Entries by Steve Giglio

The 10 Worst Probing Questions

Every time I work with an executive or a sales team, I stress the importance of probing questions. They are open-ended questions that get you to a deeper level of understanding of your client’s business. They also give you a subtle opportunity to show that you’ve done your homework by asking well-researched questions. Feedback I […]

Never Underwhelm Again

In speaking with a new client, I found it interesting to hear her lament relative to business development. She spoke about underwhelming a client during a presentation and asked how to avoid this going forward. I asked, “Did you relate the presentation to what they told you about their business? Did you probe further to […]

How to Manage a Micromanaging Boss

A client of mine has been lamenting the meddling her boss frequently does. We determined her boss is often deep in the weeds of her business versus touching the weeds as bosses should. Her peers feel the same way and frequently answer the boss’s questions hoping the boss will get distracted and meddle elsewhere. Actually, all […]

Handling a Passive-Aggressive Leader

When someone openly criticizes your work, at least you know where they stand, directly. But someone who uses indirect expressions of blame, upset, or complaint can grate on anyone. This passive-aggressive behavior can create an atmosphere of constant stress, doubt and fear, which I’ve never seen lead to good things. Rather, the result is a team […]