Playing to Win
Why do some sales people insist on holding onto the clients who cause the most grief and give so little in return? Wouldn’t you love to be someone like Alan Sugar and say, “You’re fired!”?
Read moreStaying on track during a sales call
In a sales call, one side or the other often gets distracted by side arguments. Any time that happens it means that both parties stopped paying attention and the sale is probably going to be lost…
Read moreThe Elephant in the Room
Selling involves rejection. Not everyone who you pitch to will buy from you. In fact, most people won’t. So how do you best deal with the anxiety around rejection?
Read moreTaking the Stress Out of Feedback
Employees can experience stress when they receive feedback from their seniors. Banter, praise, reprimands as well as formal discipline all have the potential to cause stress. How do we take the stress out of feedback?
Read moreWhat Does It Mean to be Authentic?
If there’s only one thing that we’ve learned as a result of the Brexit vote, it’s that people are fed up with the lack of transparency among their leaders. But as business leaders can we not still fake it until we
Read moreIt’s a Question of Money
Believe it or not, some salespeople don’t like to talk to prospects about money. And yet why would you expect to meet with someone for the purpose of doing business without talking about the financial side of it?
Read moreHow to Demotivate Your Best Employee
Employee motivation is one of the hottest leadership topics because so many workers are demotivated. Job satisfaction is not the opposite of demotivation; read on before you solve the wrong problem…
Read moreThe Curious Case of the Unsold Products
One problem salespeople encounter is when prospects don’t buy, they seem reluctant to explain why. What do you do if you’re left in the dark as much at the end of the meeting as you were at the beginning?
Read morePreparation for Teamwork
In order to prepare a group to work as a team, you have to have some bona fide reasons for them to do so. Teams don’t bond overnight and the introduction of a new member can disrupt things. So what can you do to improv
Read moreThe Imbalanced Balanced Scorecard
As amazing as it may seem, the Balanced Scorecard has been with us since the 1990s. Originally thought of as the benchmark in strategic planning to draw the whole company together it does have some drawback
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