Values & Qualities
October 21, 2021
My mother’s experience with weight loss provides an important lesson about mindset. In the past, gaining a pound would have left her feeling defeated and she might even have avoided her support group meeting. However, recently even though she had g...
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October 12, 2021
James Allen, author of As a Man Thinketh, said: “You are made or unmade by yourself.”
I can think of no greater contributor to one’s well-being and success (or lack of it) than your approach to life.
What exactly is mindset? It’s your b...
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August 23, 2021
In his bestseller Outliers, Malcom Gladwell observed that, “Korean Air had more crashes than any other airline in the world for a period at the end of the 90’s.” He postulated that culture was a factor. Koreans were taught to respect authority ...
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August 13, 2021
High-Performance Culture is a hot topic, and many organizations are creating strategic plans to drive toward it. These plans include Innovation Workshops, Employee Engagement Teams, and training after training. Often nothing changes, there is little ...
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August 10, 2021
We hear that selling is changing, especially how customers buy, but in some ways very little has altered. Psychological satisfaction remains the primary driver in the sales process for both the customer and the sales professional.
Maslow’s resea...
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August 3, 2021
Two of the most frequently used terms right now include the word “pandemic” and “do you see my screen?”. But, another term is coming up a lot for leaders and that’s “psychological safety”.
With the uncertainty and changes we’ve fac...
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July 26, 2021
Owner: “Has anyone seen my glasses?”
Account Manager: “Do you have any new information on the Smith project?”
Owner: “I know I left them here somewhere…”
Account Manager: “You know, we could lose our shirts on this one…”
...
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June 7, 2021
How do strengths and/or weaknesses impact the effectiveness of sales professionals?
Organizations strive to hire, train, and retain individuals most likely to succeed. Numerous tools are used to screen and assess potential employees. Sales represe...
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February 19, 2021
What Is Culture?
Culture has an impact on success. And success is fundamental to succession planning. This year I spent two months in hospital with a nasty infection (not COVID) and each of the three units I stayed in had its own culture that affect...
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February 8, 2021
In today’s marketplace a great product or service alone isn’t enough. Success requires managers to cultivate a sustainable, strong, and vibrant sales team. Over 20 years of experience has taught me that the top three factors influencing the deve...
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