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What can listening do for you?

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I once conducted listening meetings at a terrific organization that wanted to grow despite their changing and competitive marketplace. Who did we listen to? First, it was the executive team who had to see the reality about what was going on. As I found out years ago in doing this work, reality is an acquired taste. They listened to each other, examined some research, and, in the end, had to align ...

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What makes the difference in turning on a sales team to exceptional growth?

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According to our research and work we do for sales organizations, it’s the competence of the sales manager. If you want to execute a new go-to-market strategy that adds more value to customers in every sales interaction, whether or not it gets executed is due to the leadership and coaching that comes from a reinvented sales manager 62% of the time. The normal sales managers ‘carrot and ...

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Monday Morning Mentor – There’s no better time to take action than now!

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I wrote to an effective ownership team that it’s time to QUICKLY get to a new picture of what they want to achieve: a compelling, unique offering, profit, organizational setup (who does what), a plan to fit people to the set up and offering, a plan to engage and develop the people and equip them for success. This should not take a lot of time. I have literally experienced writing these things ...

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25 Thoughts Surrounding Business, Selling & Success – Part 2

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In last week’s Monday Morning Mentor, I reviewed the first 13 of 25 thoughts based on my experience coaching executives and teams. I will now continue with the following 12 thoughts. 14) In about 118 seconds you are tuned out. You need to say things that get and keep attention and ultimately solve your customer’s problems, then you will be heard. 15) A brand is just a promise made and kept ...

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25 Thoughts Surrounding Business, Selling & Success – Part 1

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The following thoughts come from research that I’ve done, and from my experience coaching executives and teams. Every Friday afternoon write down what clients say they need and why (their motives).  Keep a file or journal on both.  You may learn how to sell and market better in today’s tougher marketplace.  I once invested five weeks into visiting clients to learn their business needs and ...

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For things to change, you have to change

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In the past I led a meeting called, “Ignite Your Business”. The president of one company reported the reason he was able to implement the business strategies that all of us were working on, was due to the fact he was simultaneously taking the Dale Carnegie Course. He said because of the personal changes he made, such as a change in his perspective in impacting people, customers and his ...

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How you can grow a professional firm… Or any business really!

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Do you have a seller/doer model at your firm? There are about 50,000 small firms in Canada that do. After investing five to seven years educating to become an engineer, CA, or lawyer and depending on math, the numbers and equations, the majority of new hires go through many transitions before they are responsible for growing their business. From designing or doing technical work, client manager, ...

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Change IS for the better!

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One subject keeps coming at me lately from friends and some experts in the success field… Why don’t so many, maybe even most people, do what they need to do to be successful in business, health, finances, or whatever?” Everyone is a little different, so it’s tough to generalize, but let me take a stab at it. Admitting you have a need or problem seems to be difficult. Last week, I saw as ...

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What do YOU need to do to grow? Take action today!

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When I was a young man, the owner of a clothing store in Windsor told me he gave every new employee the book “How to Win Friends and Influence People”. Some would read it and some wouldn’t. Some would half-heartedly apply it, some wouldn’t.   As a result, he could tell who were success-oriented, who would generate the most commissions, repeat business, who would complain the most, who ...

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What’s Holding You Back… “CDD”?

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Last week, a successful friend of mine said to me, “Why is it that so many people today don’t feel it’s important to change or improve even when their company is struggling?” I quickly replied, “I don’t know, maybe we’re into a culture of CDD. “What’s that?” he asked. “Character Deficit Disorder.” I just created that description but then we started to seriously talk about ...

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“The Future Ain’t What It Used to Be” – Yogi Berra

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What’s the future for you and your business? The basic goal for most businesses is to make fundamental changes in how they conduct their business so as to cope with new, more challenging market environments. By definition, change requires creating new systems… and that always demands leadership and an out-of-the-box way of thinking, because management’s usual mandate is to minimize risk and ...

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Success, Health & Happiness – How you can achieve all 3!

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You have heard the answer before. It is the most overlooked, misunderstood, yet important aspect of life. We all want to be happy, productive, healthy, and successful right? Are we okay when we have things like a new car, our own house, career, good money, or a thriving business? Yes. We tend to see things as being okay. What happens when things get difficult, or plans don’t work, or our health ...

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