Right now, your company’s business development executives are probably creating a 2023 plan that has them growing the business versus 2022, right? That plan includes an aggressive strategy for securing new business. And where will that new business come from? Mostly from companies that are probably clients of another company right now. Well, guess what? […]
As a leadership development coach, I’ve found that the strongest leaders don’t resist change, they embrace it. But they also know that changing their own behavior can be a monumental challenge. They realize that if they don’t change/adapt they will become “stuck in their ways.” And you’d be hard-pressed to find someone who considers that […]
Whether you’ve had your team for a while or just inherited one, sales team management can be a challenge. Salespeople tend to have outward personalities and strong opinions. They also have a tendency to do things “their way” since that’s what has worked (based on their definition) in the past. I can’t stress enough that […]
The great Spanish philosopher/essayist Jose-Ortega y Gasset once said, “Life is fired at us at point-blank range with no time to think.” Too often we allow this tenant to control our client behavior versus SLOWING the process down and injecting humanity into our strategy. I’ll explain: During a meeting with a client who was presenting […]
Relationship building should be a constant in your professional life. It certainly is in mine. While I’ve successfully built my leadership development and sales coaching business for many years, I’ve never done any advertising. It’s all been about relationships. Is relationship building a core part of your daily/weekly/annual activities? Perhaps you’re waiting until you “have […]
For many organizations, it’s Mid-Year Review time. This should be a time to celebrate your achievements. It is NOT the time to debate them. There is one problem, though…you’re boss is unlikely to remember what you’ve done these past few months. They probably cannot outline your accomplishments accurately, so do it for them! Here’s how… […]
One often hears the term “healthy debate” as a reference to two or more sides getting together to hash out an issue that could escalate into argumentative discourse if not dealt with upfront. Some might believe that a debate in business cannot be healthy at all since it pits people against each other. They’d rather […]
During these times, our zeal to get back to normal and drive business forward is quite important. Goals are set and we create plans that can get us there. But what might get overlooked is the purpose behind the goals. The “why” before the “how.” A recent example demonstrates what I mean. I was introduced […]
You know the rest of this important life lesson. As you develop as a leader, it is mission-critical for you to carry/embody this lesson daily with you. Recently, I was working with an executive and I conducted a 360-degree review that was quite critical. What surfaced from my interviews was that he exhibited a consistent […]
I live in a city where a hamburger routinely costs more than $25. And while patrons are enjoying them, somewhere nearby is a fast-food joint selling a burger for less than a dollar. Why in the world would someone pay 2,400% more for the same product? Two reasons: quality and value. The same is true […]
