To be honest I’m struggling at the moment of determining which one I am…CRISIS MANAGER or MANAGEMENT CONSULTANT. I spend most of my time helping clients put out flames and I’m by no means complaining I’ve really enjoyed the relationships I’ve built, I’m just trying to place in perspective who I am at the […]
As a salesperson how much time do you spend on issues that do not directly impact your business? Be honest…. Just the other day I had a conversation with one of my mentees regarding a possible management change that could change the reporting structure for herself and her team. This possible change was having a […]
FAILING into “Servant Leadership Luck” Because like many of you I’ve failed on more than a few occasions in my life….but I’ve succeeded a lot and not necessarily only financially or career wise but “SERVANTLY WISE”! Prior to venturing out on my own 8 years ago I spent a lot of time working with non-profit organizations […]
Businesses large and small are falling victim to the seduction of change management. To keep up with the joneses of an evolving marketplace and conniving competitor behavior, often times the popular decision is to change course (“change” being the operative word). I’ve personally worked with companies who have featured change as a blanketed corporate growth […]
Regardless of the industry you’re in the #1 challenge most companies face that have a salesforce is….“Customer Access”. No matter how you slice it customers are just not making themselves available on any kind of consistent basis to the sales representative. There are reasons for this and it’s not only because they dislike dealing with […]
Just because its focus is NOT profit doesn’t mean it lacks “business competency”….! The non-profit industry is trending and there are no signs that the train is going to stop, however there’s an unwarranted perception about this servant industry that often rears its ugly head…..“BUSINESS”. Yes, that mostly misunderstood yet indispensable word that paralyzes most […]
Perhaps the most difficult thing to do is convincing another person to change their mind, decision or behavior. While it’s fashionable to down tread the act of selling or marketing as a form of manipulation, the reality is a lot of things get done when someone changes their mind. Don’t worry this will not […]
“Careful the plate is hot, don’t touch the plate it’s very hot……..I’ll get you band-aid for your burnt finger”. “Identifying”, “Anticipating” and “Changing” someone’s behavior has to be up there as the most difficult thing to accomplish. The hot plate example above illustrates the difficulty it is to get someone to comply […]
“Organizational Inertia” is the tendency of a mature organization to continue on its trajectory. This inertia can be described as being made up of two elements – resource rigidity and routine rigidity. Resource rigidity stems from an unwillingness to invest, while routine rigidity stems from an inability to change the patterns and logic that underlie […]
“PARTNERSHIP” between Sales & Marketing…literally DUE or DIE! Never before have we seen the importance of the partnership between Sales & Marketing so critical today in corporate America. If you’re fortunate to work for a company that believes in collaborating, communicating, partnership…..kiss yourself you’ve died and gone to heaven. Many companies […]
