Why role specific training matters

Last week in “Reflecting on Leadership“, I said “The more I thought about it, the more disturbing this reflection became. I thought back to any number of employers and client businesses and the training they offered to new team members. Training was never about preparing a new (albeit, sometimes experienced) employee to succeed / survive […]

Training: One cure for sales problems

When having a conversation about sales problems, I might remind you about the folly of only taking cash (depending on the type of business). I might also remind you to eliminate the tedious & annoying out of your buying process. There are cases where that’s useful, but mostly – it isn’t. But not today. Today, […]

Which little things do you let slide?

We often let little things go because we have “bigger fish to fry”. We prioritize tasks, clients, products and services over others of the same sort because we have to. Prioritization of what’s important today over what might be important tomorrow, or even later today is perfectly normal. We have to do it. The challenge […]

Does packing a suitcase make you more productive?

photo credit: masochismtango Think about the process you go through when preparing for an important business trip. You make a todo list so you’re sure you get all the bases covered. You think of every scenario that might come up at home while you are gone and every scenario that might up come while out […]

The kind of salesperson they LOVE to hear from

photo credit: papalars When you talk to your customers about their business, do they ever respond “Wow, I didn’t know that” or “Really?” Does your sales and marketing process provoke your prospects with questions they have to think about? Or does it simply say “Look at us! Look at us!” Far fewer spend their energy […]

Working in Disneyland. Not.

photo credit: Max Braun A few weeks ago, we talked about the importance of strategic delegation and how it might just enable you to enjoy a phone call free vacation, much less free up some hugely important strategic thinking time. When I was in the photography software business, I quickly learned that photographers absolutely detest […]

Literacy of a different sort

photo credit: One Laptop per Child One of the things I’m always pushing clients to do is expand their education. Naturally, that includes the education of their staff, if they have one. This education expands well beyond your line of business, because there are valuable lessons from every industry. Likewise, there are processes in almost […]

Customers: Not the enemy

photo credit: OakleyOriginals If your customers are treated like the enemy when they give feedback about your products, services, customer service and so on; that’s exactly what they’ll become. How are you treating your customers when something you did (or something they *perceive* of you) manages to set them off? It’s easy to take it […]

Every job is a sales job

photo credit: dux_carvajal One of the unsung business assets of the area where I live is a customer service training program called “Montana Superhost”. In the old country, er I mean a few years ago, the program cost $15-25 per trainee. The last time I saw a course offered , it was *free*. Why every […]