“I’ve sat through the same sales meeting since June 20th 1985.” When our client, the EVP of a large commercial bank, dropped this statement, it got me thinking. How many communication norms from 30 or 40 years ago are still in place today simply because no one recognized how.
[Read More]All the cool kids have a purpose. Philosophers have been talking about purpose and meaning since the dawn of time. But since I wrote Selling with Noble Purpose in 2012, and trademarked the Noble Purpose methodology for business, the idea of purpose in business has become mainstream. More and.
[Read More]Would your rather work for an organization who hits their annual number? Or an organization who hits their number with momentum? It’s an important question. While the answer may be obvious, who wouldn’t want to hit their goals with momentum? Unpacking the nuance and figuring out how to get.
[Read More]We’ve all been there. You’re at the annual meeting; the leaders rattle off the usual buzzwords. Eyes glaze. The question is why? No one shows up to a meeting wanting to be bored. Leaders certainly don’t want their teams to disengage. But words matter. When leaders overuse jargon with.
[Read More]Three ways to help your team be more successful in the C suite Does this scenario sound familiar? Your salesperson finally gets an appointment with a senior executive in your biggest potential account. The goal is to have a business conversation and better understand the customer’s key objectives. But.
[Read More]A friend of mine bought a car recently without ever stepping into the dealership. It’s being delivered to his door. He conducted the entire purchase over the phone and Internet. When he walks out of his front door Monday morning there will be a new BMW sitting in his.
[Read More]What if you gave a party and no one came? It’s almost worse than getting stood up for a date. At least on a no-show date, there’s only one person rejecting you. A no-show party means an entire guest list ditched you. A friend of mine once said, “Giving.
[Read More]You’ve got a big number to hit. It’s time to rally the troops. You bring your sales team together for the sales kickoff meeting. It’s big. It’s expensive, and the logistics rival a space launch. But, sadly, for many companies the annual meeting is a rinse and repeat exercise.
[Read More]Here we go again. Wells Fargo was recently fined $185 million because thousands of their employees set up millions of fake accounts customers didnt ask for. Heres what happened: The employees were incented to open additional accounts for existing customers. The sales goals were aggressive. Employees were evaluated, ranked.
[Read More]BUSINESS TREND Game Change: Leaders increase profits focusing on a noble purpose bigger than money They lead different organizations across a gamut of industries: construction, travel, social media, and software. Instead of driving their organizations to improve profit, these leaders make customer impact their end game. The counter intuitive.
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