China has yet to produce a world-class company like GE or Samsung, and outside the country most of its businesspeople are better known for amassing wealth than for innovative management ideas. Yet China offers more management lessons today than do most other countries. Chinese companies have learned to manage differently over the past 30 years …
Disruptive Era
In this era of dramatic, rampant, and incessant political change, predictions about the future can no longer be based either on conventional wisdom or historical precedent. We are, after all, in the middle of a paradigm shift that is shredding prognosticators and their prognostications with voraciousness. Plainly and simply, historical performance can no longer serve …
Accelerating Sales Performance through Coaching
Of course, the concept of coaching is like going to the gym; easy to understand, hard to do…or at least do well and consistently. Here are tips to supercharge the impact of your coaching sessions: 1. Have a plan Start with the participants saying, “Sooooo, what do you want to talk about today?” is a recipe …
Continue reading "Accelerating Sales Performance through Coaching"
Suggestive Selling
The fundamental idea of suggestive selling is that it is a sales technique that puts your guest first. You need to read your guest, take time to discover what they need and then offer solutions that will satisfy those needs. This means one of the most important elements of this technique is listening – hear …
Leading in Difficult Times
Leaders need to show more composure than ever before in the workplace. With the change management requirements, increased marketplace demands and intensifying competitive factors that surround us, leaders must have greater poise, agility and patience to minimize the impact of uncertainty. How leaders respond to these and other growing pressures is an indicator of their leadership …
