Uncommon sense, unconventional, possibly controversial, thought provoking and challenging. These posts will equip you to be the best leader you can be, or best Sales leader possible. Categories like Leadership, Coaching, Sales & Marketing, Business Transformation, and Learning offer perspective and insights, provide valuable information, and practical tips and techniques.
Quota® is engaging and a ton of fun using game pedagogy, covers the 10 stages of the selling process from Prospecting and Qualifying, through to Needs Analysis, Presenting, and Approvals... and makes the process of selling clearer while providing valuable selling skills. It's a dynamic new sales performance game that has been used by many of the World’s top corporations. The game is a fun, interactive and competitive … Read More
There’s a wide range of material on the topic of leaders and leadership. Almost all of it deals with WHAT leaders do (actions), HOW they do it (behaviours), WHO they are (characteristics), WHY they do it (purpose or vision), and WHEN they do it (dealing with crisis or change). But the picture is incomplete because we don’t generally explore WHERE they lead from. Our traditional understanding of leadership typically … Read More
Business is struggling. Profits are down. Customers are dissatisfied. There’s an employee exodus. Quick… let’s change strategy!! “Culture eats strategy for breakfast (and lunch)”… says Peter Drucker, author and guru on leadership, management, and marketing. So what does that mean? What is culture? One definition reads… “the customs, arts, social institutions, and achievements of a particular nation, people, or other … Read More
While teaching Closing Skills, specifically the Alternative Close technique (you know… “would you like that in red or blue?”) at a University of Toronto, Professional Sales Best Practices course; one of the students reacted with a “my son tried that approach with me”. “Tell us about it” I asked. The student shared; “with magazine in hand, he approached my wife and I last night and asked… so dad, would you rather buy me … Read More
Most of us heard this from a teacher or a parent, probably as a young child. No surprise we were told or reminded to pay attention because it’s much easier to be distracted (or attracted) by the bombardment of stimuli… sounds, sights, smells, what we touched or tasted. As adults we may not be told (as often) to pay attention, but those sensory inputs/stimuli are still very prevalent. Had a meeting at Starbucks … Read More
Psychosomatic… from the Greek “psychy” (meaning the soul or mind) and “soma” (meaning the body). And you’ve likely aware of the powerful connection between the mind and the body… that our body experiences what our mind believes. In her recent TED Talk, Kelly McGonigal, a Health Psychologist artfully explains how in her profession she held onto the belief that stress was the enemy; only to discover through years of … Read More
You're a successful manager or executive, in the thick of it, likely making most or all of the decisions all of the time. Tired telling others what to do, only to discover they don’t do it or do it well? Frustrated that you’re accountable for everything and everyone else for so little? Maybe your manager is micro-managing you (how does that feel?), or it might be you doing so with your staff. As a successful manager … Read More