Sales Coaching: Choosing the right coach. Targeting the right outcome.
Wednesday, 18 Jul, 2007
Sales Coaching: Choosing the right coach. Targeting the right outcome.

I recently got a call from a young man whose boss suggested he find a sales coach, adding that he’d have to pay for it himself so that it would have value for him.
I have a few thoughts here:

Why is the manager delegating his/her responsibility for employee/salesperson success to an outsider who s/he doesn’t know […]

Unfair Practices/ATT
Friday, 13 Jul, 2007
Unfair Practices/ATT

Just got off the phone with AT&T after calling to change my address. As soon as the rep had me on the phone, she began reading a doc I had to agree to: in order for her to help me, I’d have to agree to hear about new AT&T products.

Coaching
Tuesday, 10 Jul, 2007
Coaching

Apparently coaching – which we used to call consulting – is now the new new thing. What’s amazing to me is how few people either get properly trained, or – if trained – really know what they are doing. How does a client choose one coach over another? How does s/he know when a coach […]

“We Space”: Getting Things Done Through Rapport
Friday, 15 Jun, 2007
“We Space”: Getting Things Done Through Rapport

I recently went through a stressful move – but of course all moves are stressful. Given I had to continue running my business, travel for work engagements, and help with my son’s wedding (thankfully my future daughter-in-law is as obsessive as I am), I had to get all the moving parts very well organized in […]

What about sales is sacrosanct?
Tuesday, 12 Jun, 2007
What about sales is sacrosanct?

Sales is not about assessing needs or solving a problem: it must be about managing the system that created the Identified Problem to begin with – and only the group that created that Problem can resolve it.

Systems thinking and sales
Tuesday, 12 Jun, 2007
Systems thinking and sales

We all (including ‘buyers’) live within systems that are self-sustaining.
When an Identified Problem occurs that might require a resolution (and buyers seek resolutions to business problems, NOT a new product purchase!), the entire system that created it and maintains it must be included in the solution or disruption will ensue. That is the length of […]