Selling and consulting are more than just accomplishing a singular goal. They are about managing relationships so that you know you are delivering solutions that will impact your client’s business. It is also about keeping that relationship as one of value to you and treating it with respect. Below, I list four skills I believe are […]
A while back, I did some consulting with a major retailer in the men’s luxury garment area. My task was to assess their sales teams throughout the US and create a development plan to increase their sales. One of the first steps I recommended was that I peform a “secret shopper” evaluation to understand their […]
When a new leader takes over a team, the assessment period begins…on both sides! As a leader, it’s essential to understand this and accept it. Your new team is looking at how YOU act, react and lead to see how much trust they are going to put into you for the long-term. So, before you unpack all […]
“We should promote Ben. He’s been here the longest and we’ve passed over him twice.” Leaders, ever hear a colleague say this? Too many times, people are promoted because they’ve simply stuck around even though they’ve not achieved results. This is not good for anyone, especially the one being promoted. What’s Been the Plan? In the example […]
New business development must always be top of mind in business. Often I find too many salespeople acquiesce to the immediate/knee-jerk reaction of a potential client: “We don’t have a need for that right now.” Potential clients say this because they actually don’t know they have a need and/or feel they’re covered. But many times, they […]
When most people think about client communication, they picture a presentation with slides, charts, bullet points, etc. However, most people I consult with rarely given a “formal” presentation. Rather, they are called upon to discuss an issue with a client or internal team. But that shouldn’t mean the communication is less important! It still takes […]
Spring brings about many changes that are apparent all around us. It is a time for the earth to make a fresh start as winter becomes a distant memory. For many, it’s a time for contemplating their career and assessing whether where they are today is where they want to be for the long-term future. […]
While I always believe that in-person meetings generate better, actionable results, many times the logistics of all attendees being in the same place are too difficult to overcome. At that point, you have to resort to an online meeting. This creates a whole new set of challenges as you try to capture their attention. Think how […]
HIRE ME! Unfortunately, that’s the basis of communication for most career searches at any level. Rarely do I see anyone impart an understanding of the position and how the opportunity is important to them. Here are some tips for standing out among the masses and relating to your (future) new boss.
It’s been said that you only have one chance to make a first impression. You can change that for your direct reports!
