Coaching
September 8, 2020
I remember being a new salesperson many years ago, ready to charge headlong and non-stop toward my undefined image of success. As I became more experienced, I realized that I was trying to run a marathon at the pace of a short distance sprinter; I ca...
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August 24, 2020
Many businesses are born from what Michael E. Gerber calls The Entrepreneurial Seizure[1]. These are the moments of inspiration or desperation that drive a person to start a business or that cause the owner of an established business to dive in with ...
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August 6, 2020
As a rookie salesperson, I wanted to make a strong impression on my boss and my new colleagues. I wanted to be considered a “first string” team member as soon as possible, but knew that I needed to earn that regard. The national company I worked ...
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July 20, 2020
“One bad apple don't spoil the whole bunch…” is a line from the 1971 chart-topping hit by the Osmonds. Donny is pleading with a woman to look past a previous heartbreak and give him a chance. His bad apple metaphor playfully contrasts with the ...
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July 2, 2020
Alex is a difficult employee. Increasingly argumentative lately, insisting on only one way of doing things, and claiming to be right without having the full picture. Talking behind the backs of others, blaming, sometimes name-calling, and generally b...
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June 22, 2020
Confidence is everything. When JFK announced in May 1961 that the US would go to the moon within ten years, he exuded confidence. And the nation rallied to make it happen. When Churchill said, “… we shall never surrender!” he betrayed no lack o...
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June 15, 2020
Confidence in our organizations requires three elements:
We believe our organization has a sound plan to accomplish its goals
There is clear communication about both the goals and the plan to achieve them
A way exists to measure progress t...
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June 9, 2020
Are you looking to increase sales success for yourself or your team? Consider focusing on self-confidence. It can be key to helping a customer believe in you and your ability to solve their problems. Even if you have the best product, goals, and ...
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May 4, 2020
Over the last few months we have all played a role in the worldwide, high-stakes exercise of physical distancing, working from home, and social isolation… whether we liked it or not. But unlike traditional experiments, this one came with limited gu...
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January 20, 2020
One approach to creating the organization’s strategy is to start by defining its purpose. We often hear about vision, mission and values, but less often about purpose. Sometimes it is promoted as a replacement for one of the other key elements; and...
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