What’s Your Transformation Point in 2023?

In traveling through Morocco, Madrid, and Milan at the start of the new year,  I’ve been struck by the humanity, ownership, and pride of others throughout my journey. From the compassion and humanity of our hotel staff in Morocco to the pride of our flamenco dancers, I realized how focused and important their trade/art is […]

‘Tis the Season to Keep Your Clients

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? […]

Changing is Hard; Not Changing is Worse

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 […]

Yes and No sign post with directional arrows

Four Do’s And Don’ts for Managing Sales People

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 […]

Slowing Down the Opportunity

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 […]

Get Noticed by Relationship Building

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 […]