News & Tips
One Thing Top Sales People Get Right (and How to Stop Talking So Much)
"Willy: I don't know why—I can't stop myself— I talk too much. A man oughta come in with a few words. Charlie's a man of few words, and they respect him. Linda: You don't talk too much, you're just lively." Death of a Salesman by Arthur Miller We all have sympathy for poor Willy Loman in Death of...
Take Your Virtual Meetings to the Next Level
By now, you’ve mastered virtual meetings. Right? The technology is humming, and everyone has fallen into a comfortable rhythm. But could that be the problem? One of the dangers of remote meetings is the predictable nature that many of them take on. Standard agendas. A short slide presentation. A...
How Can I Make Sure My Team Meets Deadlines?
I get antsy when I haven't heard anything as a deadline nears. A reader asks: I manage a team of folks who often say they'll get something done, but then the deadline's in less than 48 hours and they have nothing sent to me yet (after an earlier reminder). How do I remind them to get things done...
9 Questions to Think Like a Client and Win Big Deals
We talk a lot about empathy in business, but we don’t make the idea practical and tactical for salespeople, making it easy to execute. Thinking like a client can help you discover what they might need from you and how you can best help them. Here are nine questions that are worth answering, either...
How to Ensure Your Hiring and Onboarding Strategy is Pandemic-Proof in the New Normal
The COVID-19 pandemic has completely upended the traditional workplace, forcing most offices to go 100 percent remote almost overnight. During this new digital workplace reality, many companies have worked through small setbacks and technical challenges with their current workforce to ensure...
Questions to Make Your Virtual Meetings More Effective
Few consider meetings the highlight of their workday – more probably consider it the bane of their work life. It is true that meetings, while important and potentially useful, aren’t always very good. Sadly, now that most meetings are being held virtually, it hasn’t gotten any better. The...
3 Things Overworked Managers Need to Stop Doing Today
Lethargy and laziness aren’t virtues. But overworked managers are their own worst enemy. 3 things overworked managers need to stop: #1. Stop doing people’s work for them. Suppose you’re asked how to do something. The overworked manager ends up doing the work. Why? You did the job before you were...
16 Coaching Techniques to Help Your Team Overcome Resistance to Change
Many humans are creatures of habit. They like their routine and feel uncomfortable or hesitant when that consistency is broken. However, change is often needed in the workplace, and it’s crucial to get your team onboard. There are many coaching techniques leaders can use to help overcome...
Here are 3 Ways Businesses Can Survive and Thrive Through COVID-19 and Beyond
Organizational agility was once desirable, but is now central to business survival. Digitization should not be seen as an acceptable solution to a problem, but rather grounds to change the business model creatively for the better. Cooperation with previously unlikely partners proffers a more...