Learning
September 29, 2014
Many companies still focus on what people are not doing well, no matter how much we hear about the importance and the advantages of leveraging strengths. This focus on what is not working can cause mediocre rather than superior results.
Concentrat...
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September 22, 2014
Imagine that you are climbing Mount Everest. You’ve done your homework, got the experience, read the maps, spent lavishly on your equipment, and pulled together a team that will follow where you lead. You battle bad weather; searing heat and bitter...
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September 15, 2014
In the 21st Century’s highly dynamic marketplace every organization must commit to learning for long term success.
Rapid changes in society mean new needs and wants are emerging in every client base. Each organization must constantly relearn wha...
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September 9, 2014
If you like to learn, then sales or business development is one of the best jobs in the world. I started in sales nearly 40 years ago, and I can’t think of a single time in those years when I wasn’t building my knowledge, skills and understanding...
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August 29, 2014
We must create favourable conditions so that we can learn. Fear can interfere with our learning if it keeps us from creating those favourable conditions; and yet the greatest learning comes from taking risks. It might be stretching our limits and try...
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August 8, 2014
The Canadian Anti-Spam Legislation (CASL) has made it harder to connect with sales prospects. While most of us don’t like it, the law doesn’t care if it has annoyed us. It’s passed and we might as well deal with it.
So, how do we grow our ne...
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August 5, 2014
Networking – the thought alone exhilarates some and strikes fear into the hearts of others, even though it is a positive and important activity that can serve many areas of life.
A network is a group of people who trust, respect and are willing ...
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July 18, 2014
If you are to sell your company successfully, trust is one of the key components when you and a prospective buyer begin the process of due diligence. You can’t appear to be doing anything that would undermine the trust of the prospective buyer, suc...
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July 15, 2014
Trust is the source for true leadership. Trust in the organization’s leadership makes the difference between simply complying and doing the minimum, and eagerly using all of one’s creativity and skills for great results. Stephen Covey declares th...
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July 3, 2014
The most valuable sales tool is trust. If we trust the salesperson we demand less detailed information, require less convincing, and raise fewer objections. Gaining trust has six levels.
1. Integrity
Integrity is an internal characteristic. It ...
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