He was frustrated. He was furious. He had just received the highest performance rating possible, a 10, and instead of a promotion, he was advised to seek some coaching. When he asked his boss, how that could be, his boss said, “A 10 in performance on his job did not mean an automatic 10 at …
If you could follow a group of outstanding salespeople and presenters over a long period of time, you would discover practices common to them all. These would likely range from small behaviors, like how they greet someone ,to broader skills, like how they link features to value in presentations. But, what would their “herding cats” …
Unless you have been living under a rock, you have no doubt seen stories, read articles or gotten tweets about news anchor Brian Williams and how he lied, “misremembered,” about being shot at in a helicopter while reporting from Iraq. You have to wonder what the guy was thinking to do something so foolish and …
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We’ve all had the experience of really hitting it off with someone we meet for the first time. For me it is something about their energy, their eyes, the way they interact with me, their tempo, their self-confidence, sense of humor, integrity, intelligence, and empathy. Somehow, I sense all that pretty quickly—or think I do—and …
Working with a group of technical salespeople this week reminded me of a recent PBS Nova show about the transformative impact on the ecosystem in Yellowstone Park due to the return of wolves to its area. Just as that one change led to dramatically different outcomes in nature, one changed element in the sales process …
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As we begin anew in 2014 with gung-ho big ideas, it pays to remember the little things as well. Years ago, I stayed at the Ritz Carlton on assignment for a client in Maclean VA. Having traveled all over the world for business, I thought I had seen everything when it came to good service. …
Oh, God, yet another holiday networking event! Elevator speech? Check. Smile and business cards? Check Shoes shined? Suit pressed? Look like a million bucks? Check Objectives set? Check Up on latest news for smart conversation? Check. Discussion questions memorized? Check. With everyone pretty much a networking clone by now, how do you get real interest in you? Surprise people. Ask this …
“I can’t see you. You are too far away.” {The first double row of chairs was about 20 feet from the stage.] “I know I am going to put my security guards into a state of hysteria, but, everyone, please pick up your chairs and move closer to the stage.” And with that, to the horror …
Surprises are fun, except when they’re not! So, what do you do when you have been asked to present your ideas at a follow-up meeting and you find (surprise!) a new person, or (bigger surprise!) several new people, in the room?