Posts filed under: Leadership & Management

While the current business environment isn’t as great as we all wish (far from it) and there are plenty reasons to remain concerned, it’s a great opportunity to win new accounts and strengthen relationships with existing customers. The business environment...
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I’ve written before (I’m too lazy to link to it) how I hate offering discounts to new customers — I think it devalues your offer. Likewise, I’ve written (still too lazy to find the link) how I love offering discounts...
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In school we’re taught to answer questions. Getting 100% on a test, being first to raise your hand, and writing the correct answer on the board generally means you’re the smartest kid in the class. But is it the answers...
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Here’s your limited scenario: You’re a Regional Sales Manager in a $300M technology company.  The fiscal year is weeks away and next year’s plan requires a reduction in staff. The VP Sales just called to let you know your head...
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Every company engaged in complex sales should invest energy in periodic competitive analysis.  Many do, but most competitive analysis given sales teams is lacking in its worth to arm sales teams to compete. The bulk of most competitive analysis is...
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I coach a lot of youth sports — high school and club soccer.  One of the mantras I have is play without regret. Playing without regret means when you look back at the game, you don’t regret anything you did...
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You see this in youth sports all the time — players being coached on how to perform the activity correctly.  This is when coaches are focused on whether or not the player rounded the cone or how straight the line...
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I’m not completely sure why, but human nature is to put emphasis on areas of performance requiring improvement. Things you can’t do well are worked on in an effort to make you better — better at things you aren’t good...
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Would a Mercedes be a Mercedes if it cost half as much — or — would it cease to be a luxury vehicle?...
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Have you noticed there is never anything good in the fine print of an agreement? All the good stuff is up front and in large print. The bad stuff is buried in the back somewhere, deep inside a long paragraph,...
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