Why Repetition Improves Performance
As a college athlete, I played football (for my European friends, the American version of football) at the position of cornerback. My job was to defend against some of the fastest players on the opposing team – the wide receivers. Back in the day, a cornerback was one of the positions called a “Hero or […]
Reflection that Fuels Direction
It is March 23rd, 2020 and this morning I was reflecting on the last 10 days and the incredible range of emotions being felt since the Covid-19 virus really started taking hold here in North America. Here are a few of them so let me know if you can relate… The calm resolve of first […]
Gaining Commitment – It starts at the beginning
If you Google “Trusted Advisor” for sales, you would find all types of blogs, articles, and buzz around these two seemingly simple words. Let’s take a second and breakdown the words “Trusted Advisor” according to the Oxford Dictionary: Trust – assumed reliance on the character, ability, strength, or truth of someone or something. One in […]
Engagement: “Boss” or “Coach”?
Over the past four years, I have been studying, researching, and learning about the complex topic of employee engagement within US corporations. As a coach, let me ask you 2 quick questions: Does a lack of employee engagement keep you up at night? Are you actively involved in impacting employee engagement? Our blog is all […]
Barriers: Don’t Fear the Orange Barrels
I remember years ago driving home to Ohio with my family after a beautiful vacation in Hilton Head, SC. The music was playing, the windows were down, everyone had their nice bronze tan, and we were cruising along as we entered the mountain phase of the trip. Suddenly, I look up and there it was […]
Value Clarity: Beware of Knowledge Dumping
Mastering the Customer Conversation It’s hard to believe, but 30 years ago (this May) I was graduating from Miami University in beautiful Oxford, OH. After graduation, I had the fortunate opportunity at the age of 21 to enter the Pharmaceutical Industry as a territory manager. Have you ever received an opportunity where you felt the […]
New Year, New You? How Peloton Changed My Perspective
]Mastering the Customer Conversation On January 8, I received a great e-mail from Apple titled, “Keep Your New Year’s Resolutions – you’ve got goals for 2020. We’ve got apps that can help you reach them.” Thanks, Apple! Then I began to wonder why this email came out on January 8th instead of the last week […]
Purpose – Thanks Salvation Army
Mastering the Customer Conversation Do you ever think about how purpose is truly the backbone of your customers’ business? How much do we really know about what is at the core of their business or what is at the heart of the companies they serve? What drives their purpose? This is our last blog of […]
Solutions – Who is the HERO in your customer conversation?
Mastering the Customer Conversation Ok, here it comes. If you go to the movies or turn on your TV, you know that it is holiday movie time. Potential blockbusters are hitting the theaters, and classic holiday movies seem to be on every channel. At a recent operations meeting within our office, we were discussing great […]
Anchors Away – How Your Subconscious Reference Points Drive Your Buying Behavior!
Mastering the Customer Conversation Hang on everybody. We are heading into the whirlwind of the holiday frenzy over the next 30 days. Sources report that the craziness actually begins in September! Let’s be honest, in the US, we really have two new non-official holidays in this country – “Black Friday” and “Cyber Monday.” The holiday […]
