March 15, 2016

Can’t Sell Value with a Price Sheet

Can’t Sell Value with a Price Sheet By Nathan Jamail How many times have you heard a prospective customer or current customer say,  “send me over your price sheet or catalog and we will call you.”  This may be fine if you are a company that sells only on price, but if you are a sales person for a large company or maybe a person who does professional services like accounting, real estate  or insurance then you have to sell value to get the job or the business. Responding to these requests will not work in most situations. I compare […]
February 8, 2016

Good Sportsmanship In Business

Good Sportsmanship In Business Success is not GIVEN it is EARNED. By Nathan Jamail If a person has ever played sports growing up, they heard that one of the most important parts of being in sports is to have good sportsmanship. Many adults now say the same thing to their own kids. Why is it that in sports players must have good sportsmanship, even the little 5 and 6 year old groups, yet in business, leaders don’t require the same behavior or maturity from their employees? One example in particular is when it comes to friendly competition within an organization. […]
October 21, 2015

High Intensity, Not High Tension

The other day was the first day I started working with a new client and I asked him what his goals were of his leadership style and culture. He said something that I just love, he said, “I want a environment that has high intensity, NOT high tension.”  I said, “I love that, what does that mean to you?” He responded, “I don’t know what it means, but here is what it looks like, – people swarming around the office, high energy, moving with a great sense of purpose and people are working hard and having fun- whereas high tension […]
October 14, 2015

Being Grateful vs. Being Bitter

Being Grateful For The Ride vs. Being Bitter About The End No matter how much we try as adults and professionals we still struggle with being just like kids or the kids we were 20 or 40 years ago. Many times as children, we forgot to be grateful for our parents doing things for us, that they probably didn’t want to do, such as taking us to an amusement park for 10 hours, instead we were were mad because they made us leave 15 minutes before closing. As a parent it makes me so mad when our little girls get […]
July 29, 2015

Scrap the 80/20 – It Only Creates Failure

Many times in business our ineffectiveness as a coach is sometimes disguised by the achievement of an overall number.  A good friend of mine, and great leader, shared with me some great wisdom that he shared with one of his managers in order to help them understand this point: “What matters is your contribution towards making people successful. Not what their contribution toward your success is.” – Brooke Christian, Executive VP at TransPerfect This was in response to a leader that fell victim to the 80/20 mindset ‘rule’ that many, (MANY) leaders and teams seem to think applies in business […]
July 23, 2015
Woman hand pushing on touch screen interface

What Success Looks Like

What Success Looks Like: A State of Mind vs. a Destination Success can be defined in a number of ways. If you look up the definition you will several that you may agree with; the accomplishment of one’s goals, the attainment of wealth, position, honors or achieving your goals. All of these definitions are correct—and none of them are. When it comes to success, there isn’t a set in stone definition because of two reasons: It depends on whom you ask It is ever changing In order to ‘obtain’ success, you need to know what success looks like for you. […]
May 22, 2015

How to Obtain Personal & Professional Balance

How to Obtain Personal & Professional Balance: A Journey of Separation In business today, leaders and organizations have to be more aware than ever of how their employees balance their work demands and their personal demands. Organizations are constantly focusing on how to improve production, profits and performance, while at the same time maintaining a high level of morale. The issue is the search for personal and professional balance. As there are no definitive parameters for measuring balance, the real goal should be personal and professional separation. In the search for this delicate balance, a leader must first understand why […]
April 2, 2015

Three Ways to Approach Life

Three ways to approach life: Only one of them is the winning way. I talk to people everyday. As a matter of fact, I get paid to talk to people. Sometimes they don’t like what I have to say (if I am totally honest, most of the time they don’t), but after conversations settle in, they might actually hear what it is I am trying to tell them. At the heart of every conversation I have is this; how can one be more successful and happy? The answer lies within each person, and that is not just whimsical talk. It […]
February 2, 2015

Team Accountability: Harsh or Helpful?

Every turn of the calendar people make New Year’s resolutions. Every election politicians say that the government leaders need to be held accountable. And every year organizations tell their leaders, “We need to hold our people to their words and actions.” Yet—just like New Year’s resolutions—these scenarios for accountability fall drastically short, as the mirror of accountability is often blurry with ego. This means that as leaders we see ourselves as actually holding our people accountable and feel that it’s the others that are failing or not following through. Many leaders have a case of accountability myopia—they see themselves as […]
December 10, 2014

Don’t Be That Guy or That Girl!

You can enjoy the party without being the party. Have you had your company ‘Holiday’ party yet? It is that time of year for company parties and year-end sales events. Events that leaders spend lots of money and time planning with the intent to show their employees how much they appreciate their hard work as well as recognize their top performers. Festivities aside, you can bet your bottom dollar many of them will ask that famous question the next morning, “Hey did you see that guy or girl last night at the company event?” That question can have many answers […]

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