Your Perception Controls Your Customer’s Reality This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Summer 2015 Take a quick peek at this graphic inspired by Alex Goldfayn of the Evangelist Marketing Institute. Let’s use this graphic to frame our conversation. Anchor it. In the graphic I’m making a few assumptions.
Trust and Selling Last weekend I was forced to complete a task the equivalent of visiting the dentist about a sensitive tooth. Car shopping. I needed to pick up a replacement vehicle for the kids. Not only was it going to be a visit to the dreaded car dealer, it was going to be a […]
Yes, yes, yes, you’re doing it all right Look at how the top managers get top performance from their teams. You’ll see them reinforcing proper behaviors as much as you will see them correcting improper behaviors. I’m pretty sure that’s how my wife has trained me to stay on top of my household chores. It […]
Teleseminar: Using Fit to Sell More to Existing Customers You’ve heard it said that it’s 5 times cheaper to sell to existing clients, but how do you do it? I’ll explore a case study where we came close to that goal on Thursday at noon CST. Register here. (recording will be sent 24 hours after […]
Perception and Fit You hear this one all the time, “Perception is reality.” Especially if you’re in sales where it’s almost a hymn. You can apply it to your people too. How they perceive you as a leader and how they perceive their work is their reality. I can see your head nodding slightly and […]
The Sure Way To Sales Improvement Most sales training falls short of expectations because it pits a yes answer against no. As in, yes is the optimal answer and no is the suboptimal one. If that same sales training elevates no to the same plane as yes and pits them both against an answer of […]
Who is Your #2? I’ve been thinking a lot about leadership lately because I overheard someone say “they’re not a good leader” in a 360 feedback session. It was something about how they said it that stuck with me. I’ve turned it over in my mind multiple times, because what makes a good leader?
Life is About Outcomes This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Summer 2015 Let me share a concept that I was exposed to by Phil Symchych, the Business Wealth Builder. The core of his practice centers on the question, “What does your Personal Balance Sheet look like?” The balance sheet […]
Google Healthcare Insights Last month, I hosted a Google Partners event where we took a little peek under the hood at Google’s data in the healthcare world. Before, during and after, our little group shared some experiences and insights and I’ll share 3 of them with you. (at the bottom you’ll find links to the recording and […]
Disengaged and Actively Disengaged Gallup has some information that says 72% of your employees are disengaged. And 18% of those are what they call, “actively disengaged.” Sobering thought.
Companies hire me to help them speed up growth. I do that by helping them design sales practices that fit their size, disposition and unique culture.
Call and find out what that looks like for your organization.
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A short note every Friday afternoon with tips on getting more done in less time. . .next week.