Every time I work with an executive or a sales team, I stress the importance of probing questions. They are open-ended questions that get you to a deeper level of understanding of your client’s business. They also give you a subtle opportunity to show that you’ve done your homework by asking well-researched questions. Feedback I […]
Colleague #1: Hey, did you hear we’ve got a mandatory videoconference tomorrow? Colleague #2: Oh No, I’d rather have a root canal! We’ve all been there. Sometimes easier is also harder. Videoconferencing fits the bill. While on the surface, “meeting” with people via video technology rather than having them gather in one place seems far […]
Recently, I’ve written about needing to evolve in business so that you remain relevant and engaged. Through my evolution, I noted that I was listening as if I was right all the time. A shift to listening like I am wrong and without a preconceived response has made a big difference! These transformative moments (hopefully […]
In my last two posts, we looked at how transforming the “way things always get done” can have a meaningful impact on your life and career success. And in my work with business development executives and teams, I see that transformation take place. It’s incredible how fired up people become, ready to take on challenges […]
In all of my coaching, I consistently advise clients to listen first, sell second. But it turns out…I’ve been listening all wrong. More to the point…I realized I needed to listen as though I’m wrong. What that means is that I don’t have all the answers and the ones I do have could be wrong. […]
Change is not Compromise My invitation to all of you in this New Year is to embrace the fact that behavioral change is NOT compromise; it is transformation. You change to make a larger difference with yourself, your team and your clients. You change to keep pace with a world that is moving at breakneck […]
In my last post, I wrote about the communication vacuum created by virtual environments. It featured a client who was making recommendations that didn’t land because he got no prior input from his company’s leadership, most of whom were not located in his office or region. He had not worked to close the distance gap […]
I worked with a client recently who frequently presented his ideas enthusiastically and comprehensively to the C-Suite of his corporation. However, they never took his counsel. He began noticing a pattern of being rebuffed and couldn’t figure out why. We began forensically discovering that every idea he had was his and his alone. He hadn’t […]
Imagine you are the quarterback of a football team. You drive the team to the goal line…just one yard separates you from a touchdown. But instead of directing the next play, you walk off the field, leaving your team stunned and unsure how to proceed. That’s what a client of mine has been doing her […]
Many years ago a client of mine offered me a position at his company. During his invitation, he asked, “Are you as approachable from 5pm to 9am as you are from 9am to 5pm?” I remember freezing at his question. I had no idea how to answer him (though I was pretty sure my answer […]
