15
Jul

Three Leaders, One Lesson

The fundamental things apply in basketball, bed-making, and becoming the safest company in America. In 1965, Kareem Abdul Jabbar (then Lew Alcindor) and his fellow freshmen at UCLA beat the varsity in the opening scrimmage. Interesting, to be sure, but not necessarily remarkable. Except that the UCLA varsity was a two-years-running national NCAA champion and the odds-on favorite for a

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23
Feb

Discovery + Delivery = Much Better Presentations

The right discovery skills plus the right delivery skills build the confidence your sales reps need to deliver powerful presentations that persuade prospects to buy.   Prospective clients sometimes call us with a “sales presentation problem.” Translated, that means executives or managers have noticed that their salespeople don’t use the beautifully produced, loaded-with-information, and probably expensive PowerPoints that management has

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20
Jul

Starving for Good News? Enjoy this Sampler!

Business is more of a struggle today than ever, but there is also more reason for hope. You just have to look for it. We’ve always had a glass half-full mentality, maybe even three quarters. That’s not surprising, of course: We teach consultative sales training and customized process development. Down-in-the-mouth just doesn’t work in selling. But how can anyone maintain

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18
Mar

Still Leveraging ADHD after All These Years

We’ve long been writing about ADHD, when managed effectively, as being an opportunity for salespeople who have it and for the companies they work for. But new questions keep coming up. For example, what can you do when your competition is your prospect’s untreated ADHD-like behavior? In our experience, ADHD can cut at least two ways for salespeople: They have

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12
Dec

Put Down the Phone, Pick Up Your Sales

Will the perceived decline in the value of face-to-face communications accelerate in the new year? Worse, will it accelerate a real decline in your sales performance? Recently the Wall Street Journal reviewed the book Face to Face: The Art of Human Connection by Oscar-winning film and television producer Brian Grazer*. The review, “Put Down the Phone,” explained how the book offered guidance on dealing

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20
Nov

What Can We All Learn from Top Producers?

Quite a bit, as it turns out—whether you’re selling, fundraising, or just wanting to communicate more effectively. What is a “top producer”? We define top producers as the 20 percent of business developers who bring in 80 percent of all new business in for-profit companies or professional service firms—law, accounting, architecture, engineering, and others. But the term also applies to the

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20
Dec

The Best Business Gift Ever?

This time of year, especially, giving and receiving command a lot of attention. In business we all pursue these activities throughout the year, though perhaps more along the lines of “give and get” or “give and take.” Unfortunately, business in general is too often perceived as emphasizing the getting rather than the giving. That’s not surprising, but is it fair? Even though a common thread

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19
Jul

Are You Coachable? Is Your Team?

Over the past 23 years business developers and others participating in our courses on consultative selling, consultative negotiating, and increasing referrals have demonstrated a wide range of coach-ability. Here’s how a few approached coaching, both giving and receiving. We hope you’ll gain some insight about yourself, your team, and using coaching to gain-and keep-an edge. Practicing What You Preach: The coach who

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25
Jan

The Best Business Gift Ever?

This time of the year especially, giving and receiving command a lot of attention. In business we all pursue these activities throughout the year, though perhaps more along the lines of “give and get” or “give and take.” Business in general is too often perceived as paying a lot more attention to getting rather than giving. That’s not surprising, but is

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17
Dec

Yes, Your Company Is Different

Differentiation has long been a watchword in business. But recently, amid pervasive disruption and fierce competition in many markets, our clients and prospects seem to be more concerned than ever about differentiating themselves. The main worry is that they will become commoditized and fall prey to eroding margins.  Related worries are that the speed at which business is done now means

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