On my blog, I generally try to give useful tips and insight that will help you improve the way you do business. Let me assure you that I turn that critical eye on myself, too. Especially at the beginning of a new year, I like to assess my own behaviors, tactics, and outcomes to determine […]
“You don’t understand. My CEO doesn’t realize what’s really going on here…” I hear this at least once a week. The good news is my client realizes their CEO is not seeing the entire picture. The bad news is my client gets distracted with other “fires” and forgets to give this feedback directly to his […]
“Steve, so many times I know she is the smartest person in the room, she’s just not showing it.” That was the feedback I got from a client who was frustrated that one of his managers was not developing the trust of her team. “I’m worried that if she doesn’t start speaking up, the window […]
Your superior sends an email. “Let’s go over your employee review.” You break out in a cold sweat and look for the nearest exit. Perhaps it’s the only time you wish you had a dentist appointment! We all go through it. Feedback received during an employee review can be a bit nerve wracking. You think you’re doing […]
A little while ago, I was engaged to work with a sales executive on many aspects of his game. But I soon discovered that his biggest stumbling block occurred long before he even had a chance to get his foot in the door. In fact, it was getting his foot in the door that was […]
As companies plan for the coming budget year, one question I get a lot from leaders and sales teams is, “How can I get more business from our existing customers?” I have a simple answer: “Ask for it!” Ok…it is a bit more complex than that. But not much! Customers Are Like a Village When […]
In my last post, I listed six things to stop discussing with your clients. Did you do it? How did it go? The reason those things are important to eliminate is that when a meeting diverts into those areas, you’ve lost control and it will be hard to get it back. So this week, let’s […]
It has been said that you get just one chance to make a first impression. I have found that that holds true even with people you know. Let me explain. When you have a meeting with an existing client, how the meeting or call starts is critically important. This “first impression” will give your client […]
Summer is a season of vacations, beaches, time with family and other distractions. However, you’ve still got business to manage and clients to satisfy. Perhaps more than any other time of the year, summer presents time management challenges for you and your team. It’s up to you to make sure work gets done. Here are […]
“We might not be the right company for you.” Said no one ever, right? Not so. I say it often and coach my clients to do the same. “Steve…you counsel people to TELL their potential client that their company might not be the right fit?” That’s right. I put it in the category of Cognitive […]
