Blogs

By: Dennis Susa
Thu, May 31st 2012

In most cases, much of the transformation from transactional to consultative selling is about making the leap from "telling" to "asking."  It's also about shifting away from an emotional and technique-based appeal to an approach that is more logical, honest and direct.  And for some, making the leap from advocacy to inquiry is a difficult one.  After spending years coaching hundreds of sales professionals and leaders, I'm convinc […]

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Open Mic    
By: Bill Rust
Tue, May 29th 2012

When people want to help you, it is natural for them to give you all sorts of advice. Occasionally it is helpful. How are you at providing suggestions? Advice is often misguided and often not at all helpful, especially if it is not actionable. For example, when someone begins tells you, "What you should have done was…" but it's too late now, the rest of the sentence may be counterproductive.For example, if your phone runs out of batteries, do […]

By: Damien Moroney
Thu, May 24th 2012

Whether we like to admit it or not, we all know what we need to do to be more productive. It seems relatively simple but a lot of us don't take the time to acknowledge and commit to do what it takes.Here's my question for you: what are one or two things that if you introduced or did better or more consistently would greatly enhance your productivity?Conversely, what are the one or two things you should do less of that would greatly enhance your productivity? Usually, the firs […]

By: Joe Thomas
Wed, May 23rd 2012

One of my greatest mentors, Stephen R. Covey, encouraged me to seek principles.  Principles are in a simple sense... truths.  I don’t mean truths for one group or another, but rather truths for all groups... for everyone.  Sometimes principles can be expressed mathematically.  This can be helpful.  An example would be the principle of Fire = fuel + oxygen + ignition.  When you find these three elements combined, you find […]

By: Bill Rust
Mon, May 21st 2012

A good plan is like a map. When you understand your current state (where you are now), you should clarify your goal (find your destination), and create a plan to achieve success (draw your route). Just as landmarks can provide assurance along the way, your plan should have milestones built in to help keep you on track. Feedback can help you progress in the most effective and efficient manner possible. Positive feedback should encourage you to continue as planned. […]

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no guessing   feedback    
Categories:
Fill   Leadership/Coaching    
By: Tom Diederich
Wed, May 16th 2012

The following is a conversation I had recently with Nick Bailey, managing director of Apexselling Ltd. Nick's new book, "Customers are F.I.C.K.L.E: How to Sell Large and Complex Deals to Equally Large and Complex Clients," presents a how-to approach for using the sales skills and techniques he's developed over the past 25 years in the IT industry. Tom: There are so many books on selling on the market, Nick… why did you decide to add another to the pil […]

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B2B selling   Nick Bailey   Author interview       
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Open Mic    
By: Bill Rust
Mon, May 14th 2012

"If you tell a joke in the forest, but nobody laughs, was it a joke?" -- Steven WrightStarting out a speech with a joke is a tried-and-true method for breaking the ice, warming up the crowd and easing into a topic.It's the best way to begin a set at local comedy club open-microphone night. What about at the beginning of a business meeting?Meetings in formal business environments can be quite stressful both for you and the other party, especially when you have not met bef […]

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Tags:
humor   intent   Context    
Categories:
Leadership/Coaching   Fill    
By: Damien Moroney
Thu, May 10th 2012

(Procrastinators take note!) There's no time like the present or as a famous president once said, "Never put off till tomorrow what you can do today."Some of the most successful people I know are really good at getting things done. (A fairly obvious statement, I know!)A common trait seems to be their unwillingness to procrastinate. I'm convinced Nike was influenced by one of my friends in particular -- for as long as I can remember his favorite saying has been: &quo […]

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Time Management    
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Leadership/Coaching    
By: Joe Thomas
Wed, May 9th 2012

Oneness. What a cool word! We achieve it when our actions align with our words, which align with our values, etc., etc..  We could go deeper here but for this blog post I’ll keep it simple."Integrity" comes from the same root as the word "integer." It’s a oneness. When people have this "oneness" (visualize the number 1), they are described as "straight," "stand up," "aligned," "ducks in a ro […]

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Win   Flow    
By: Tara Watson
Tue, May 8th 2012

When it comes to analogies, I'm rotten at sports…so best to stick with something I know: Art. When I was reflecting on the changes taking place around me, pointillism came to mind. During times of change, it's so hard to focus on the big picture. Everyone has something at stake, we all see what's relevant to us, and sometimes it's hard to look past it. When you stand too close to a pointillist painting, all you see are a bunch of little dots that […]

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Tags:
perspective    
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Open Mic