Values & Qualities
July 10, 2020
“How do you deal with difficult prospects – especially the obnoxious ones?”
This was a question I was often asked when training a group of salespeople. And I had to be honest and tell them I had an academic way of answering the question but ...
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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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March 20, 2020
In his book, The Five Dysfunctions of a Team, Patrick Lencioni lists the absence of trust as the foundation for all the other dysfunctions. What causes a lack of trust? Although there are multiple reasons, lack of transparency is a key factor.
I k...
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March 16, 2020
“What your employees don’t know can hurt you!’
It is always worthwhile to consider the importance of transparency in your strategic planning.
Generally, transparency in an organization helps to build and maintain trust; its absence lead...
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February 18, 2020
We can not do our best work on an empty tank. Does your strategy ensure that your most valuable resources are operating at full potential?
In order to do their best, our employees and colleagues need to feel their best. Whether it’s achieving ...
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February 10, 2020
Mickey Mantle said,
“If I knew I was going to live this long, I’d have taken better care of myself.”
We can get away with a lot when we’re young: function on little sleep, eat badly, drink and smoke without immediate health consequences. W...
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February 3, 2020
Jack had been working 15-hour days for many weeks. He was dealing with difficult client issues and although his staff were trying their best, they were not getting the necessary results or meeting their deadlines. He was averaging five hours of sleep...
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January 28, 2020
Why do you want to sell your business?
A business owner I interviewed for The Business Transition Crisis shared that the day he saw the money in his bank account from the sale of his business was the happiest of his life. Unfortunately, it went down...
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December 19, 2019
Business succession can be a stressful process.
While some stress can be positive in the short-term, chronic negative stress leads to burnout and irreparable damage to our bodies. You will want to take steps to avoid and minimize the impact of d...
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December 6, 2019
Nothing happens until somebody sells something.
That famous quote has been attributed to Peter Drucker, Thomas Watson and Red Motley among others; and it is so true. Whether you love or hate sales, business doesn’t exist without it.
We are all ...
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