Management Consulting
When is the best time to JUMP…?
I’m often asked by those I keep in touch with who are still in corporate America, “when did you decide to jump ship and go out on your own”? Interestingly, every time I’m asked that Read more…
Leadership Development
Is just giving direction enough? COACHING’S dilemma
To all my CEO’s, President’s, Vice President’s, and Corporate Head’s when you give direction to your direct reports do they get it right? Do you find yourself giving that same direction again and again? Read more…
Leadership Development
Inspiring a Sales Team…..after failure!
Inspiring a Sales Team…..after failure! It’s been a long year…..for some reason key territories/countries didn’t perform to expectations, important accounts haven’t delivered, market growth decreased, heavy sales rep vacancies, I can Read more…
Change Management
“CHANGE MANAGEMENT”…a business seduction
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 Read more…
Professional Selling Excellence
Customer Access…getting more difficult!
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 Read more…
Leadership Development
Hiring someone better than you…
Today getting employment and keeping it is a luxury. Gone are the times where there were more jobs than applicants and job security was almost a right. It’s a very competitive assignment for the job Read more…
Professional Selling Excellence
“Sales Force Efficiency”…not sales force effectiveness
Sometimes I like most get caught up in business language rather than the real application. “Sales Force Effectiveness” is that ambiguous business language that quite frankly has very little real application. Isn’t sales force effectiveness Read more…
Professional Selling Excellence
Pricing VALUE…is an emotional COST
Albert Einstein said “Strive not to be a success, but rather to be of value”. Einstein’s quote places a rather interesting twist on success and if I’m reading between the lines it’s not a positive Read more…
Leadership Development
The Business of…improving others
Whether it’s volunteering, mentoring or helping the small business down the street the next “Value Proposition” for global success is lifting others. It’s no longer just being a stalwart for social responsibility it’s understanding what’s Read more…
Management Consulting Strategies
Confusing “STRATEGY”…with planning
The saying “Failing to Plan is Planning to Fail” can be true or false depending on the planning process. Have you ever been in a planning meeting (disguised as a “Strategy Meeting”) that was nothing Read more…