Sales tips, leadership communication skills insight and more from Steve Giglio, sales training professional for more than 25 years.
I’ve coached many leaders and the one area that often is a blindspot is the area of deliberately caring about each direct report they have.
Many times I’m involved in situations where leaders have been directing their teams but haven’t built up any coaching equity. They merely set the team’s direction and monitor the output/deliverables the team produces.
What’s wrong with this picture? Read more
Throughout my work in executive development, I often recommend that clients think of one of their favorite teachers to get beyond a challenge they currently have. It’s an amazing process. You get in touch with the characteristics/behaviors you still remember even up to today and then see how your own behaviors match up. Read more
Mentors are often assigned, but often not successful. Throughout my client base I have begun coaching mentors on …how to mentor.
It’s been my experience that rarely does a mentor understand their importance and the gift they have just been given. Coaching and shaping another person is an important responsibility. It requires a formal set of observations and meetings not an ad hoc series of tips. Read more
Remember those millennials we’ve been speaking about? In a recent blog post on developing your future leaders, I spoke of the importance of understanding how to relate and develop younger executives on your team.
Lets look externally now. Whether you are in corporate sales, private equity or retail sales, meeting and creating professional relationships with this crowd is mission critical to grow your business and deepen your reputation. Read more
Business networking is considered by many to be a necessary evil. Many fear it, others just feel like it’s a great deal of effort. To be effective at networking, you have to understand the importance creating lasting connections will have on your professional life, just like it does in your personal life. Read more
Way too often we, as leaders because we are human, make snap decisions and lead from the hip versus the heart. This can lead to confusion on teams and a lack of trust in your leadership because you don’t understand their world. Read more
As leaders of organizations, we have an obligation not only to find future leaders but to contribute to their development personally. But today’s future leaders, call them “millennials” or by some other name, require alternative ways of being groomed for success. Too often, I see that this is not embraced and reacted to by companies. Read more
Recently during an executive consulting session, I was asked which is the more important conversation to initiate with a client, the tactical conversation or the strategic one? Answer…it’s situational but, it is better to err on the strategic side. Once you go tactical you can’t go back. Read more
Military commanders will tell you that not every soldier is cut out to be a green beret. In fact, very few are. But they will also say that for an action to be successful, the effort needs foot soldiers too. Over 25 years of leadership coaching has shown me how true this is in business. The key is finding, and developing, those individuals who can rise to the occasion and then giving them what they need to win. Critical to this effort is having enough troops who know the mission and can carry it out.
Actually it’s easy, if you systematize the process.
Closing deals effectively is one of the biggest challenges to anyone in business. One way to master the process of closing is to think “Winter Olympics” and the downhill skier who hits certain flags through their heat to win the race.
You and I…we are those skiers but in a business fashion. Let’s break it down to four flags to hit to close a client with integrity and thoroughness. Read more
