09.14.11 The New Normal Can Lead to Complacency

New York, N.Y.  – Just about every business news outlet has used the term “new normal” to describe the current global economic conditions.  Limited or no growth.  Layoffs and high unemployment.  Unstable stock markets.  It has become, over the past three years, the environment to which many have become accustom.  And some warn that this complacency will compound the problem.

Steve Giglio, a Manhattan-based executive development and sales training professional, says that it is critically important as companies enter the fall season for the business community to recognize the tendency for teams to be subdued by the economic uncertainty.

“Right now, I am coaching my clients on the importance of remaining relevant to their customers,” says Giglio.  “The economic climate has given the perception that all companies are struggling so, some people feel justified if sales are off.  Of course, sales aren’t off for everyone and companies are doing business.  But are they doing business with you?  They will only if they consider your service or product as critical.”

Giglio acknowledges that the new challenges businesses face are unprecedented but that they must be overcome with new thinking, new ideas, new solutions.

“It’s no longer good enough to just maintain business relationships.  Those relationships must be created anew so that customers are given a fresh perspective on your business and they see how you can help them through these economic times.”

As companies enter the latter part of the year, many are operating a new level of urgency with a sense that every transaction is critical to the success of the business.  They have year-end goals to meet and they can only focus on solutions that will get them there.  For companies selling to these businesses, Giglio says they must understand how the “new normal” affects their customer’s operation.  He offers that this comprehension comes from asking the right questions.

“The days of presenting your product’s general benefits and functionality and then getting a sale are over,” says Giglio.  “You must ask about what a company’s critical needs are, understand from where those needs arose and create a long-term solution that is based on your offering.  I believe it is critical to know whether you are considered a salesperson or a trusted advisor.  The latter produces far more results but takes far more effort as well.”

The “new normal” may not last forever, Giglio advises, but it will be some time before things return to the robust environment many businesses enjoyed prior to the recession.  Until that time, Giglio says, companies must make sure their teams are proactively creating new relationships, even with existing customers, that are based on the current environment each customer is facing.

07.12.11 Press Release: Halfway Through the Year…Do You Know Where Your Employees Are?

Steve Giglio, Executive Communications and Sales Trainer, Lists Top 5 Excuses Used to Avoid Mid-Year Reviews and How to Overcome Them

New York, N.Y.  – It’s halftime, 2011.  A sports coach would take this time to assess the game, adjust strategy, determine what players are excelling and which need guidance, create a plan for the second half and deliver that plan with a strongly worded pep talk that motivates his players to go out and win.

In business, the same kind of half-time assessment is called the mid-year review.  And it gets short shrift according to executive development and communications trainer Steve Giglio.

“I’ve seen top-level executives at prestigious companies avoid mid-year reviews like the plague,” says Giglio.  “They have all sorts of reasons why, none of which make up for the lost opportunity to learn where their employees are in relation to their annual goals.”

Giglio has compiled a list of the most common excuses managers use to avoid mid-year reviews and his advice on how to overcome them.

Read more

05.10.11 Trends in Advertising Selling

New York, NY – It is no secret the magazine publishing world is changing…rapidly. According to MediaFinder.com, from 2009 through 2010 more than 750 titles closed, setting a record that no one wanted.

“I’ve never seen anything like it, and likely never will again,” says Steve Giglio, a brand communication and sales training professional who works closely with executives at well-established titles such as Vanity Fair, TimeOUT, Travel + Leisure, Allure, Teen Vogue and more. “And the impact is felt most at the point where a sales person is out there communicating the magazine’s brand to potential clients. It requires a new way of thinking and that’s not happening as fast it should.”

From his experience, Giglio has created a list of sales and marketing trends that continue to affect how publishing leaders are handling the pressure of the new age. And some of the news is not so good.

Read more

03.11.11 Bal Harbour Completes Brand Strategy Training with Steve Giglio

Bal Harbour, Florida Tourism Completes New Brand Training with Steve Giglio

March 9, 2011 (PRWeb) – New York, N.Y. – Steve Giglio, internationally recognized for his sales training and executive development programs, has completed a comprehensive training initiative for key sales and marketing representatives of Bal Harbour, Fla., an upscale vacation destination just north of Miami Beach.

beautiful-viewCarolyn Travis, Bal Harbour’s Director of Tourism Marketing, retained Giglio’s services as she rolled out a new brand strategy aimed at increasing the destination’s overnight stays.  The village had long been known as a shopper’s haven for its world renowned Bal Harbour Shops, featuring high-end luxury retail brands that drew visitors from nearby Miami and Ft. Lauderdale.

Travis and Giglio devised a branding strategy that communicated a more diverse message that balanced the attention between Bal Harbour’s retail assets and its dining, entertainment, cultural and hospitality offerings. The goal was to give the sales team a strong, consistent message that would motivate their travel/tourism clients towards promoting overnight stays.

“It was essential that our international marketing communications and sales teams delivered the same message,” said Travis.  “Steve was able to help me create an easy to comprehend presentation that highlighted our core values in a manner that was consistent and effective.”

Giglio coached a team of 10 seasoned sales and marketing veterans on the new messaging, providing his valuable insight regarding how they could communicate the brand’s complex elements more effectively.

“It was clear that Bal Harbour wanted to complement its retail image with one of a full-service destination,” said Giglio.  “To do that, we created positioning, branding and key terms that communicated that message powerfully to a variety of audiences.”

Laura Davidson, president of Laura Davidson Public Relations in Manhattan, recently began work for the destination.  Davidson’s team is charged with promoting Bal Harbour’s new messaging through broadcast, print, online and social media outlets.  Davidson personally attended the Giglio training so that her team would be working in concert with other marketing and sales efforts.

Read more

British Airways Selects Steve Giglio

british-airways-europeanOctober 29, 2010 – New York, N.Y. – Steve Giglio, known internationally for his executive development and sales training programs, has been hired by British Airways, the United Kingdom’s largest scheduled airline, for an extensive sales training program designed to establish consistency in British Airways’ brand messaging.

Steve Giglio is regarded as the gold standard in executive development and sales training. Since 1989, Steve Giglio has been leading executive development and sales-training programs around the world, influencing the development of more than 30,000 executives and sales professionals.  He has earned an international reputation as an effective leader who tailors development and training programs to meet the needs of his clients and adapt to the ever-changing business landscape.

“We are designing new messaging targeting travel agents and corporate travel professionals, two distinct groups with different priorities,” said Mark Webb, Senior Vice President, North American Sales.  “I am bringing in Steve Giglio so he can provide fresh perspective, aiding us in creating an effective and consistent way of delivering British Airways’ value proposition.”


Read more