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11.15.10 Show Your Clients They Matter

An Account Review is an essential part of client retention and growth. Often though, we manage the process reactively versus proactively. Here are my tips for a successful account review: Start the design internally Design the metrics that will produced a proactive, thorough review. It also needs to “wow” your client in its comprehension and […]

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11.12.10 What’s the Narrative of your Leadership

Does your leadership narrative reflect what your audience wants/need so hear?  It’s a subject that Tom Davenport takes on in his blog on HBR.com.  And my comments concur that understanding what your audience/clients needs are and then reflecting those needs in how you direct the conversation (your narrative) makes a difference between good and great […]

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11.09.10 Solutions Not Pitches

Have you ever considered how we create a “mind set” based on either sports or battle terms?  HBR’s guest columnist John Kotter has and wrote about it in his recent blog.  His point is that a mind-set is best created by listening to your customers and delivering what they need.  Any of you who have […]

10.17 Sales Training a “Must Have” in this Economy

A press release issued this week by the Aberdeen Group points to the critical role sales training plays in keeping the best companies on the top of their game.  Here is the article: BOSTON, MA, Oct 12, 2010 (MARKETWIRE via COMTEX) — Prospects and customers demand more than a product list from their sales rep; […]

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09.10.10 Leadership Development: HBR Comment

Today, Harvard Business Review posted an interesting article on its blog site.  It’s all about hubris.  Specifically, how to deal with your own so that it doesn’t come back to bite you.  You will see that I posted a comment, suggesting that hiring a staff that challenges you is a good way to keep your […]

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10.05.10 Sales Training: Overcoming Fear

Harvard  Business Review columnist JD Schramm posted an interesting look at communication fear this week.  It’s a topic I help clients with a lot in my work. I pulled this from the article, which is both funny and on target: “Jerry Seinfeld made famous the line about funerals and public speaking: “According to most studies, […]