Timing a Sales Call

Many factors come into play at a sales meeting, and it’s impossible to control them all. But, one you CAN control is the timing of the agenda. By stating clearly at the beginning of the meeting exactly what you intend to do and how long the process will take, and then getting agreement to it, …read more

Sales Training Tip: Meeting Preparation Puts You In Control

Meeting preparation is one of the most important things you can do to ensure that you stay in control of the meeting agenda. Yet, I am amazed how many executives and sales people are on autopilot when they get ready for an important meeting. They arrive with a presentation or talking points based only on …read more

Convey Messages Effectively: Listen to Yourself First

I often coach executives who are preoccupied with their image and how they’ll be perceived by their teams, the public etc. This is very understandable. All of us are concerned about how the public sees and hears us at some point.

Here’s a secret though…whether it’s mission critical or not, your message is best appreciated …read more

Checklist for New Clients

The Boy Scouts and I share a common, urgent message that we have been delivering for years: Be Prepared!

We live in a “need it now” culture. Too often, that means not doing the preparatory work needed before you talk with a potential client. “I just don’t have time” is what I hear most often. …read more

Personal Values...Find Them to Align with Them

needle on a hygrometer pointing to normal

I’m struck at how often people unknowingly forget to find and/or understand a client’s personal values. Without knowing these values, how can you tailor your recommendation, lead a team or recommend a change?

Here’s a hint…it’s all in the listening. (sound familiar?) Yeah…I’ve posted previously about listening first!

Your Values May Not Be Their Values …read more

I am a GREAT salesperson!

A bold statement. And it was said to me by a prospective client at our first meeting! As I heard him say this I was slightly taken aback and countered with, “That’s great to hear. I’m curious, though, what’s one skill you’d like to strengthen as we look at our potential collaboration together?”

He said, …read more

Leadership Planning for 2017: Developing Your

This is part three of a three-part series designed to help you plan your leadership and get your team ready for 2017. The other articles are focused on Looking Back to Move Forward and Creating Your Mission Statement.

Now that you’ve studied what’s worked with your organization, critically reviewed your go-to-market strategy and established …read more

Leadership Planning in 2017: Create Your Mission Statement

Dorothy in the “Wizard of Oz” movie famously proclaimed to her dog, “Toto, I’ve a feeling we’re not in Kansas anymore.” Well, neither are we!

In these transformative times, it’s essential to insure that your mission statement mirrors the direction in which your organization must travel. Your mission statement from two years ago needs to …read more

Leadership Planning for 2017: Step 1

This is part one of a three-part series dedicated to helping you plan your team’s direction for 2017.

Part 1: Look Back to See Forward

Here are six essential questions for you and your leadership team to resolve to gain a clear line-of-sight into what occurred this year and where you need to tack your …read more

Nine Reasons Why Presentations Fail

I’ve heard every excuse in the world for why presentations fail. Here are some doozies: “I didn’t get enough sleep last night.” “There wasn’t enough time to prepare.” “My boss just threw me in there without warning.” “I got lost so I was late. It threw me off my game.” “The moon was in the …read more