The Prospect’s Buying Manifesto: The Great Shakedown
The most significant change in the selling landscape in the last 10 years has been the way…
From your workforce to your customers, organizations need to cultivate and develop relationships that transcend the transaction. Developing the potential of employees and mapping the customer experience are critical to business growth. Understanding and assessing human behavior has never been more important than it is today.
The most significant change in the selling landscape in the last 10 years has been the way…
A sales call shouldn’t be something that happens by accident; it should be a planned event. When…
by Rob Goffee & Gareth Jones Harvard Business School Press, 2006 ISBN #1-57851-971-3 Reviewed by Ian Cook…
by Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan & Gareth Jones McGraw-Hill, 2008 ISBN #978-0-07-148499-2 Reviewed…
Engaged employees demonstrate three characteristics: commitment, involvement and enthusiasm. Employees become engaged when their employers meet their…
Most companies and their salespeople covet their value add, their features and benefits, and their value proposition…
I worked recently with the Board of Directors of a large public power company. They needed stronger…
Each person on the planet has their own unique ideas, interests, talents, skills, and motivators. Even twins…
Is your upcoming meeting a strategic planning session? A sales or project launch? A departmental communications day?…
First there’s the suffocating volume of e-mails. That’s complaint number one. But the next biggest gripe I…
Most salespeople don’t know when to quit. They don’t know when to quit talking… when to quit…
By Carol S. Dweck Random House, 2006 ISBN #1-4000-6275-6 Reviewed by Ian Cook John McEnroe reached great…
When people ask me to describe our change management model at LRI, I tell them it boils…
They had a momentary pause of puzzlement when I asked them. So, I put the question to…
By James M. Citrin Rodale, 2007 ISBN #978-1-59486-358-5 Reviewed by Ian Cook Ground-breaking tennis great Billie Jean…
Salespeople are often faced with unresolved deals in their pipeline that they normally give up on or…
By David Rock HarperCollins Publishers, 2006 ISBN #978-0-06-083590-3 Reviewed by Ian Cook Managers are default programmed to…
Are your employees clear about what you expect from their performance this year? I should be able…
It was one of those business trips where I was going to have to be on four…
by Bill George with Peter Sims John Wiley & Sons, Inc., 2007 ISBN #978-0-7879-8751-0 Reviewed by Ian…
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.