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.
Achieve great results, lead your team and execute with impact. Your job is to deliver business results and you’ve created, managed or worked within processes, systems and structures to do that. Peter Drucker says “most of management consists of making it difficult for people to get work done”. So delivering great business results by managing more (making it difficult for others) isn’t the solution to wasted time and … Read More
You work with scarce resources, incomplete information, in a competing environment, under time pressure and unknown outcome. Do you want a proven decision-making process as an ally? You're a sales professional, manager or executive, making decisions, often crucial ones every day. Want to make the best decisions? You constantly evaluate your clients, your suppliers and your own company’s capabilities in the context of … Read More
“We make a living by what we get. We make a life by what we give.” Winston Churchill understood the benefits of giving, not merely for oneself but for one’s community and country. The topic of giving, nay, generosity is spotlighted during Christmas which we’ve just had, but has no time boundaries and extends well beyond giving financially. So is it possible or practical for achievement-oriented, ambitious, … Read More
Back to normal… Wonder if anyone actually believes that? Busy, hectic, chaotic, and stressed are among the words many use to describe their jobs, lives and the times we live in. It seems most of us have a plate full to overflowing with conflicting priorities and choices. So is this the new normal? Maybe it doesn't have to be. Christmas gives us a moment, albeit a brief one to pause and reflect. Perhaps it's … Read More
Fixing the issue that isn’t the issue won’t get you far. And merely solving issues doesn't drive change or transform businesses. Every business has and will always have issues. No worries… wouldn't that be nice? Instead, issues solved have a tendency to be replaced by new ones, and most of us wish we have fewer of them. Instead, a common approach is to list the issues, normally pretty long, then prioritize them, select … Read More
“My people aren’t taking ownership or initiative and don’t work well together. There are silos, agendas and conflicts. There’s little trust and openness.” Bad news leader… it’s probably you, and the other leaders in your company. You see the employees in your organization or on your team are… wait for it… afraid. We fear leadership because we don’t believe those leaders (our managers) have our best interests at heart. In … Read More
Powerful questions aid the sales professional to establish context with the customer that builds deeper rapport, stronger partnership, and better results. In Part 1 of this post I identified the 1st 5 of the 10 questions the sales professional can ask to reveal information that’s valuable for both the sales person and especially the customer/prospect. These questions open doors, uncover real and deep needs, establish … Read More