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Why Sales Management has Special Insight on Sales Calls
If you have a sales manager or someone above you in sales are you using their special powers? Your boss probably has insight you don’t know about that will break open sales for you. When you learn how to use this, everyone wins in sales. Most managers would love to be taken advantage of in this manner. I can’t think of one sales manager who wouldn’t want to be used like this.Understanding Management

rs made up of high-profile, wealthy venture capitalists. There was a noticeable leadership vacuum in the company; major decisions and key hires needed to be made to put the company into the black, but Bob was being micromanaged by his own board and was intimidated by their wealth and status.

He needed to

Fire Your Analyst (Part II)
A recent study (Rothwell, P.M. and Martyn, C.N. Reproducibility of peer review in clinical neuroscience: Is agreement between reviewers any greater than would be expected by chance alone? Brain 2000 123:1964–1969) measured the level of agreement between reviewers of manuscripts submitted for publication in a scientific journal. These reviewers are usually professors in universities with extensive expertise in

As I was finishing a chapter on executive leadership and peak performance for my new book with Stephen Covey and Brian Tracy, I was asked to give a few examples of my clients’ success stories. The more I got into developing the list, the more I had to work at condensing their stories - because we’re all unique. and it’s the behind-the-scenes details that are so fascinating. Sure, I can rattle off a list of clients and describe their “before” and “after” situations, but that’s not the story that needs to be told. You see, a mere list misses the critical issues and full richness of the experiences these wonderful people faced during significant periods of their lives. So what do people need as they face significant challenges or critical periods of growth in their lives? Well, I don’t think you can effectively separate personal and professional issues; as a professional coach, I look at how the person functions as a whole. In that light, I’ll share with you a brief overview of one of my clients’ stories, along with a few insights.

Bob H., a new CEO for a technology company, came to the Executive Roundtable to share in our best-practices module. He was in an impossible situation, with an international board of directors made up of high-profile, wealthy venture capitalists. There was a noticeable leadership vacuum in the company; major decisions and key hires needed to be made to put the company into the black, but Bob was being micromanaged by his own board and was intimidated by their wealth and status.

He needed to

Five Tips for Analyzing an Income Statement
In today's article, we’ll be looking at the income statement, which is the most deceptively simple of the major financial statements. I say simple because it’s just a list of all the revenue, minus all the expenses, to calculate what’s left over in profit. It’s no more difficult than putting your family budget together, right?That’s where the deceptive part of the description comes in. The items on the

. and it’s the behind-the-scenes details that are so fascinating. Sure, I can rattle off a list of clients and describe their “before” and “after” situations, but that’s not the story that needs to be told. You see, a mere list misses the critical issues and full richness of the experiences these wonderful people faced during significant periods of their lives. So what do people need as they face significant challenges or critical periods of growth in their lives? Well, I don’t think you can effectively separate personal and professional issues; as a professional coach, I look at how the person functions as a whole. In that light, I’ll share with you a brief overview of one of my clients’ stories, along with a few insights.

He needed to

Stumbling Forward and Going Nowhere
Twenty or more years ago I took several evening courses in an effort to meet other people and especially women.One of the courses I took for about a year was Tai Chi. The major benefit of the course was to learn about balance. The instructor demonstrated to us how most of us walk. We take a step, then fall forward and catch ourselves with the other foot before the rest of the body hits the ground. In ot

eople faced during significant periods of their lives. So what do people need as they face significant challenges or critical periods of growth in their lives? Well, I don’t think you can effectively separate personal and professional issues; as a professional coach, I look at how the person functions as a whole. In that light, I’ll share with you a brief overview of one of my clients’ stories, along with a few insights.

He needed to

Ergonomic Office Chairs - Choosing the Right One Can be Difficult
Worker's tend to spend the majority of their day sitting in an office chair, shouldn't they be comfortable? A good ergonomic office chair is hard to find and even harder to choose. There are many factors to consider in finding the right ergonomic chair for your body type and workplace conditions. In example, a doctor has different ergonomic needs than a computer technician for the type of work performed.hole. In that light, I’ll share with you a brief overview of one of my clients’ stories, along with a few insights.

He needed to

Guide to Business and Data Trends
If one factor is to be named on which today’s business world stands it is undoubtedly the data management system of organization. The significance of data captures and interpretation is such that many make and break of most business organizations and big corporate houses depend on efficient data management. Collecting data known, as capturing data at the first place is indispensable for any business house. All

He needed to make some critical decisions based on his professional knowledge and ability - but he also had a family to feed. Nevertheless, within a year he had implemented a new strategy, reformatting the board and getting its support; making those key hires and critical decisions that needed to be made; and had the company in the black six months later.

It sounds simple, but it wasn’t. First, Bob had to change his mind-set. He needed to fully understand the situation he was in. He really only had two choices: Make the tough decision to grow the company and risk getting fired, or start looking elsewhere to develop his career. That’s not easy for someone to accept. You may know it, and the client may know it, but that doesn’t mean they can hear it.

If he accepted the status quo, the outcome was certain and unacceptable - a slow corporate death. Other options had been explored and failed, so in coaching Bob, it boiled down to understanding a major, bottom-line ground truth about leadership: A leader must have the vision and the courage to make the best possible decisions.

Of course, as his coach, I believed Bob had the professional ability to make it happen. Still, while I can get my clients ready to play the game, they

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Marketing Tip: Delay Gratification

A crucial concept in marketing (as is in life) is that of delayed gratification. Stick with me for a moment through a general discussion of this behavior, and it will become obvious how it applies to your marketing. The ability to wait for rewards is a classic characteristic of anyone who is going to be successful.

Dealing With Difficult Participants - The One That Just Doesn't Get It

As trainers and presenters, it's essential that we deal with those who struggle as effectively as we can, read on to find out how

Small Business Computer Security, the Basics

Anyone in business today realizes both the natural dependency on computers in the workplace, and also the potential dangers associated with storing important data on them. Today’s business owners are constantly being reminded that their company’s data is at risk by the daily reports on various news stations, or even their favorite business-related website. But what can a typical small business owner do to protect their network from these threats that are broadcasted in so many ways?

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