02.22.10 Listen to Grow

…for there is no growth without changing, correcting and questioning yourself. Marvelous, tough medicine for you and me. In my work in Executive Development and Sales Training, I have needed to self-correct and listen to the objective evidence to grow and develop.   I always will.  I encounter many different professionals with many different challenges. […]

02.08.10 What E-mail Mistakes Are YOU Making?

My 2009 year-end newsletter stressed meeting face-to-face with clients soon in the new year.  But once you’ve done that, you still have to stay in touch and regularly communicate with them.  I firmly believe you can gauge your customer’s reaction far better over the phone than the internet!  However, should you need to send an […]

02.02.10 Renewed Perspective

I’ve just returned from a little New Year’s respite quite refreshed but also quite reminded of how memorable and impactful genuine service is. Cabo San Lucas Mexico is a beautiful place to chill; I discovered it’s also a beautiful place to observe first class service.With so much uncertainty and tension around us at home and […]

01.26.10 Selling Solutions in Frenzied Times

The fashion world is a mercurial one where you need to understand people’s desires well before you recommend any products. I’ve just worked with a team of very savvy retail salespeople who represent high end jeans and other upscale garments. Their clients are Buyers and the actual designers.  It is essential with jaded Buyers (clients) to control […]

12.06.10 A World Away, and Yet Familiar Territory

I just returned from my Singapore Training with American Express refreshed and possessing as vibrant a pace as Singapore itself! The vibe there is one of collaboration and deal creation versus recession and doubt. Three’s a great “Buzz” there that is infectious. It is really a powerful hub of Asia/International commerce. My clients were motivated […]

11.22.09 Insight from Singapore

Just completed the Client Development/Situational Presentation Program in Singapore with American Express. Fascinating news/discovery… …one of the participating clients was a Vice President who manages client relationships in Japan for AX, a very switched on professional executive. Upon being videotaped and coached on his physical delivery he realized the importance of holding his eye contact […]