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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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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, […]

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11.07.10 Hard Won Skills

Most likely in your business, there are skills that are intuitive and there are those that are hard won.  The latter are the most challenging yet, they are critical to your success.  Whitney Johnson tackles this issue in her latest blog entry on HBR.com.  And I posted my thoughts on the relevancy of her writing […]

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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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05.18.10 Even in Paradise

Even in paradise, consistency of message matters… I just spent several great days with clients at The Grace Bay Club in Turks and Caicos.  In speaking with the Chief Operating Officer, we got into the importance of everyone who works for and represents the property to be in one-voice when presenting it to guests or clients. We’ll […]