My Second Lesson in Selling
In my last blog post, I spoke about my first sales manager, the…
Take Two of These and Call Me in the Morning
Often clients request training on their "Pitch Decks," meaning…
Sales Training Tip: Do YOU Know Why You’re Meeting?
We can't manage the outcome of a client meeting, we can manage…
My Fast Company Article on Heroes vs. Champions
Rainmakers, aka Heroes, have been neglected as potential coaches.…
Leadership Tips: Lessons from The Stones and Columbo
Client follow up and persistence are great skills leaders can…
Sales Tip: Deeper into Client Research
Client research has been my theme the last few weeks. In my last…
Sales Training Tip: Researching Clients for Success
Last week, I gave you some basic considerations when preparing…
Sales Training Tip: Sell to the Second Table
Decision Makers: Are They at the Table?
One of great opportunities…
Leadership Development Tip: Leading Isn’t Blinking
Declare Your Position and Stand by It
My leadership development…
Contribution Is King
An essential responsibility of leadership is seeing potential in others that they may not yet see in themselves—and then helping bring it forward. That’s the difference between observation and contribution. It’s one thing to recognize talent. It’s another to activate it. Recently, I was coaching a high-potential Vice President and posed a simple question: “What’s […]