Giving Feedback to Your Boss: Be a Confidant

“You don’t understand. My CEO doesn’t realize what’s really going on here…” I hear this at least once a week. The good news is my client realizes their CEO is not seeing the entire picture. The bad news is my client gets distracted with other “fires” and forgets to give this feedback directly to his […]

Four Tips for Handling Your Employee Review

Your superior sends an email. “Let’s go over your employee review.” You break out in a cold sweat and look for the nearest exit. Perhaps it’s the only time you wish you had a dentist appointment! We all go through it. Feedback received during an employee review can be a bit nerve wracking. You think you’re doing […]

Have Something They Need

A little while ago, I was engaged to work with a sales executive on many aspects of his game. But I soon discovered that his biggest stumbling block occurred long before he even had a chance to get his foot in the door. In fact, it was getting his foot in the door that was […]

Want Business from Existing Clients? Ask for It!

As companies plan for the coming budget year, one question I get a lot from leaders and sales teams is, “How can I get more business from our existing customers?” I have a simple answer: “Ask for it!” Ok…it is a bit more complex than that. But not much! Customers Are Like a Village When […]

Stay in the Pain to Partner

Have you ever asked yourself, “What is the point of this meeting?” Here’s a better question to ask: “What is the pain of this meeting?” Let me explain. Over the years, I’ve noticed, through client role-play and other probing exercises, that people are able to get to the client’s pain point but once getting there, they […]

Show Your Homework

When meeting with a client where it’s important to recommend a course of action, be sure to show your homework. Your due diligence illustrates forethought and respect. It also shows that you have put considerable effort into understanding their business and have earned the right to make recommendations. Often salespeople come to a meeting without […]