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Executive Development: Great Coaching Moments

From great teachers we’re moving to great coaching moments:

A sales training client of mine is a fixed income broker in New York City.

They hire elite salespeople who are quick in their thinking and have strong commercial judgment.

During one training program, a student asked me to resolve a consistent objection he seemed to be getting throughout his selling efforts.

He lamented that often a money manager would say to to him, after his clear description of a specific bond for him to buy, “Let me think about it.” Sound familar to you, too?

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Steve Giglio Defines Your Team

Your teams must know your customers to be successful. You must know your teams. Steve Giglio will help define the strength of each team member so you can put them in a position to thrive. He will find areas needing attention so you can proactively address them head on. And he will do it quickly. Using his keen insight and inuition in concert with his finely honed business acumen, Steve will assess your team and create a plan for managing their unique personalities effectively.

Case Study

Vanity Fair Executive Gets Quickly Up to Speed on New Team

The situation:

Jason Wagenheim had just joined Vainity Fair and was tasked with managing a complex team of seasoned sales veterans and relatively new associates. He needed to learn as much as he could about his team, understanding where they excelled and what challenges they faced. From there, he could adjust his own style to meet the needs of his team and their clients.

Wagenheim and Steve Giglio worked together to uncover the talents of the Vanity Fair sales team while pinpointing areas needs immediate attention. Steve conducted in-depth interviews of each sales person and provided individual analysis. “Steve gave me such incredible insight into my team. I was quickly able to address key issues that had limited our team’s success.”

The result:

After just three months in his new position, Wagenheim altered his managment style, allowing for more flexibility while also more assertiveness when needed. “The work Steve and I did together made me a stronger manager. Roles and goals are well defined. Standards have been set and are being met consistently. And my team is motivated to learn about our clients in new, innovative ways. Steve’s impact on our success will be long standing.”

Regarding Steve’s style, Wagenheim says, “He always wants you to win and will accept nothing less. He doesn’t coddle people. He provides direct, honest feedback but always in a way that is constructive. And even though his humor is so important to his style, everyone takes him seriously. It’s how he is so remarkably effective.”

ALSO SEE:
Return on Executive Investment
Accelerated and Anchored Change
Increased confidence and peace of mind

Leadership Development Case Study: Arsenal Capital

Steve Giglio accelerates and anchors change in an organizationThe person who said “change doesn’t happen overnight” had not met Steve Giglio. Steve accelerates the change you want by quickly influencing the behaviors of your executives. Then he anchors the longevity of that change by remaining engaged with the executive, tracking progress and providing direct counseling during challenges.

Case Study

Arsenal Capital Defines Company Messaging Through Executive Training

The Situation:

“We needed an outsider to hear how we communicated our company’s core values and help us streamline our brand to be powerfully effective,” says Terry Mullen of Arsenal Capital.

Steve immediately noticed Arsenal’s message was too complex. It needed to be distilled down to the point where it could be easily understood, and it needed to be flexible enough to address diverse audiences. Steve rigorously studied Arsenal’s industry, finding areas where the company’s messaging and the market needs were at odds. He then worked with four top-level executives, tailoring programs to fit the company’s messaging needs and the skill sets of each individual.

The result:

Arsenal Capital now has consistent and concise messaging that can be tailored to any audience. Steve Giglio was able to pinpoint the company’s value proposition and the unique services offered. He created a communication standard that ensures an accurate presentation of the company to investors. The changes he initiated are now used for all communications efforts.

ALSO SEE:
Return on Executive Investment
Superior Team Management
Increased confidence and peace of mind

Arsenal Capital ED Case Study

Steve Giglio accelerates and anchors change in an organization

Case Study

Arsenal Capital Defines Company Messaging Through Executive Training

The Situation:

“We needed an outsider to hear how we communicated our company’s core values and help us streamline our brand to be powerfully effective,” says Terry Mullen of Arsenal Capital.

Steve immediately noticed Arsenal’s message was too complex. It needed to be distilled down to the point where it could be easily understood, and it needed to be flexible enough to address diverse audiences. Steve rigorously studied Arsenal’s industry, finding areas where the company’s messaging and the market needs were at odds. He then worked with four top-level executives, tailoring programs to fit the company’s messaging needs and the skill sets of each individual.

The result:

Arsenal Capital now has consistent and concise messaging that can be tailored to any audience. Steve Giglio was able to pinpoint the company’s value proposition and the unique services offered. He created a communication standard that ensures an accurate presentation of the company to investors. The changes he initiated are now used for all communications efforts.

ALSO SEE:
Return on Executive Investment
Superior Team Management
Increased confidence and peace of mind