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…
Read post
Organization Intelligence
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.
Avoiding Sales Call Accidents
A sales call shouldn’t be something that happens by accident; it should be a planned event. When…
Why Should Anyone Be Led by You?: What It Takes To Be An Authentic Leader
by Rob Goffee & Gareth Jones Harvard Business School Press, 2006 ISBN #1-57851-971-3 Reviewed by Ian Cook…
Influencer: The Power To Change Anything
by Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan & Gareth Jones McGraw-Hill, 2008 ISBN #978-0-07-148499-2 Reviewed…
Using Training to Support Employee Engagement Initiatives: 7 Keys for Success
Engaged employees demonstrate three characteristics: commitment, involvement and enthusiasm. Employees become engaged when their employers meet their…
Premature Presentation Syndrome: The Death of Feature and Benefit Selling
Most companies and their salespeople covet their value add, their features and benefits, and their value proposition…
Good Governance Story
I worked recently with the Board of Directors of a large public power company. They needed stronger…
Managing and Motivating Employees in the New Economy
Each person on the planet has their own unique ideas, interests, talents, skills, and motivators. Even twins…
What if We Brought in a Facilitator?
Is your upcoming meeting a strategic planning session? A sales or project launch? A departmental communications day?…
Want Greater ROI From Your Meetings?: Six Questions That Will Make The Difference
First there’s the suffocating volume of e-mails. That’s complaint number one. But the next biggest gripe I…
Know When to Quit… But Don’t Quit Too Soon
Most salespeople don’t know when to quit. They don’t know when to quit talking… when to quit…
Mindset: The New Psychology of Success
By Carol S. Dweck Random House, 2006 ISBN #1-4000-6275-6 Reviewed by Ian Cook John McEnroe reached great…
Change Management Model – Three Principles
When people ask me to describe our change management model at LRI, I tell them it boils…
What’s Your Current Edge for Development?
They had a momentary pause of puzzlement when I asked them. So, I put the question to…
The Dynamic Path: Access the Secrets of Champions to Achieve Greatness Through Mental Toughness, Inspired Leadership, and Personal Transformation
By James M. Citrin Rodale, 2007 ISBN #978-1-59486-358-5 Reviewed by Ian Cook Ground-breaking tennis great Billie Jean…
Persistence… The Final Myth: Just Say No
Salespeople are often faced with unresolved deals in their pipeline that they normally give up on or…
Quiet Leadership: Six Steps to Transforming Performance at Work
By David Rock HarperCollins Publishers, 2006 ISBN #978-0-06-083590-3 Reviewed by Ian Cook Managers are default programmed to…
Ouch! It Hurts To Think This Much!: (Communicating Performance Targets)
Are your employees clear about what you expect from their performance this year? I should be able…
Join the Conversation
It was one of those business trips where I was going to have to be on four…
True North: Discover your Authentic Leadership
by Bill George with Peter Sims John Wiley & Sons, Inc., 2007 ISBN #978-0-7879-8751-0 Reviewed by Ian…