Are you nervous about an approaching meeting with an employee who has been performing well below your expectations? Do you need to make sure you’re at your best for this meeting? That you hit all the right notes? That you accomplish all you need to accomplish to give this employee the best chance for improvement…
In old school business-to-business selling, we were taught to find something in our prospect’s office to relate to and use to spark a conversation. Could be a picture or a poster or even a style of furniture. In theory the lesson was simple and wise. In the field, though, it proves to be ill advised…
When I think of “old school” selling techniques, I’m often reminded of the 1980 movie Used Cars. The comedy features Kurt Russell as a hotshot used car salesman named Rudy Russo. Russo and his crew are getting piece-of-junk cars ready to sell, and they willing try anything to make a buck. Doesn’t this capture how…
Don’t write a business plan; rather create a “game plan.” To really make it work, you must do more than change the name. You need to understand the difference. A business plan is something that a company would give the bank to get a loan, or what a company may use to determine the financials.…
By Kyle Cupp On Wednesday, two of my colleagues and I drove around to three office stores in the area to assess and purchase a new desk. We’re soon to have a new employee at our office, so I’m moving offices to make room and have need of a place to shuffle papers. Upon entering…
Our dreams and ambitions and goals in life can seem beyond our grasp. Sometimes this is because we’re not even reaching for them, but at other times it’s because we’re thinking big and we have a lot of work to do to get to where we want to be. Your might not be able to…
If you gave up on your dreams, why did you do it? What happened? Would you change the way you acted then? Could you seek your dreams today? What’s one thing you could do, right now, to move you one step closer to realizing your ambitions?
Parents tell their children to live their dreams. Reach for the starts; the sky is the limit. They don’t do this cruelly, but sincerely. Parents believe their kids can accomplish wonders and whatever they set their mind and heart on. Yet these same parents won’t take their own advice. They’ll come up with excuses for…
I often hear leaders telling me how so and so on their team has a bad attitude but is otherwise great at the job so they see no reason to address the bad attitude. If the performance is good, you can live with a bad attitude, they tell me. This acceptance is wrongheaded. In time,…
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