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Change Management

Collaboration Management: Ensuring Necessary Buy-in From Communications Partners
Friday, 25 Jul, 2008
Collaboration Management: Ensuring Necessary Buy-in From Communications Partners

As CPAs, your job involves several forms of communication. You need to─

Get agreement from clients, colleagues and partners.
Need to negotiate with departments of finance, CFOs and the IRS.
Ensure you understand, and are understood by, all people you communicate with.

Failure to […]

Decision Making: How, Exactly, Do We Decide?
Friday, 18 Apr, 2008
Decision Making: How, Exactly, Do We Decide?

BASIC THEORIES:

Information does not teach someone how to make a decision.
Decision-making follows a specific, unconscious process.
Decisions are neither haphazard, irrational, emotional, or faulty.
Decisions are based on conscious or unconscious values-based criteria, generated from historic beliefs, that created and maintain the current internal, underlying system of rules, roles, relationships.

WHAT DO DECISIONS DO?
Whether in the field of […]

Presentations: How To Compete When In Front Of A Prospect
Thursday, 3 Jan, 2008
Presentations: How To Compete When In Front Of A Prospect

Your last presentation was great and seemingly well-received. You addressed the prospect’s needs, positioned yourself and your product just right, used the right language and visuals to assure that you were a caring, smart, professional, and had a product that would obviously be the right solution. The price was right, and you clearly had a […]

Adding Buying Facilitation® to Consultative Sales: Friends
Tuesday, 4 Dec, 2007
Adding Buying Facilitation® to Consultative Sales: Friends

As per my realization that the Buying Facilitation Method needn’t be juxtaposed with consultative sales, and is indeed an add-on skill, yesterday I introduced you to 3 of my consultative selling friends, Tony Parinello, Jacques Werth, and Jerry Acuff. Today I’m going to introduce you to 3 more folks – very different, and equally wonderful, […]

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 […]

“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 […]