People get funny about closing negotiations, deals, interviews, meetings, etc. Nerves take over, body language changes and confidence erodes. Why is this? I’ll tell you…it’s because closing is inorganic for most people. It feels forced. And that should never be the case. When it feels uncomfortable for you to close it’s likely because you have […]
What a year! I cannot recall a year in recent memory that had so many ups and downs…and a few sidewayses thrown in there too! At this time of reflection while we moved into the new year, I want to thank you for taking time to read my blog. It is an honor writing it […]
This holiday season, millions of people will take to the skies to visit family and friends. It will all go smoothly, right? One look at the massive construction at New York’s LaGuardia airport or the recent pilot scheduling snafu at American Airlines belies the reality…the air travel industry’s image has morphed from the lap of […]
This blog/message is written as a reminder for you..and me. You know that swagger you have when you walk into a client’s office ready to present your product/service? STOP IT! Start walking in with a presence of curiosity and support, not surety. It’s implicit that you know and can defend your offering. However, that’s not […]
If you’ve followed my blog over the years, you know how much I stress doing your homework. It’s critical. When dealing with smaller companies, this task is mostly manageable. However, with larger companies, you may find that the challenge isn’t getting enough information…it’s getting enough of the RIGHT information. To help, I’ve narrowed the focus […]
Hold onto your hats…this post will sting a bit. Business Development leaders, what are you doing each day to make your team a team of green berets? Are you on the sidelines reporting their achievements or are you on the field shaping their achievements? Too often I’m finding leaders are on the sidelines, tracking progress […]
When I was a kid, my father, a doctor, would take me along with him when he made his rounds at the hospital. I was always amazed at his focus and humanity. While my father was asking insightful questions of his patients, I was dreaming about lunch at the Strathmore Deli in Manhasset…I could just […]
Many organizations scale their business inorganically through buying and merging with companies that enhance/broaden their business proposition. “Overnight” these newly formed entities have a blended set of employees, vendors and customers. This is a fine strategy except once these marriages have taken place, an organization needs to meld their businesses into one cohesive unit that’s […]
As you prepare for your next meeting, imagine that CNN will be there broadcasting it live. How does that make you feel? Nervous? Self-conscious? Truth is, it shouldn’t matter. Facing your next meeting as if the whole world will see it let’s you take the bull by the horns: come what may, you are going […]
I believe it was Dale Carnegie who once said; “Arouse an interest in another person before you present your idea…” I’ve expounded on this for years…the sale is made in the listening, not in the presentation. But listening without perspective is a lost opportunity to connect. Doing some quick research about your key client contact, […]
