There’s No Substitute for Trust
The organizational change model is well known. It follows an equally well-known model: the one for making decisions.
Read moreThe Embarrassed Sales Person
You see prospects have become wise to the sales process. They have your script memorized – cold. They are waiting for you to tell them one thing. When they hear it, then they’ll buy. What is it?
Read moreFamily Feuds
Most families have feuds at one time or another. Maybe yours began with your kids when they were two years old. That’s such a famous time in a parent’s life that’s there’s a name for it: the terrible twos.
Read moreThe Royal We
Organisational culture isn’t an accident. It isn’t the result of serendipity, happenstance, or chance. For good or for ill, there is only one reason why the culture where you work is the way it is.
Read moreGrowing the Trust Relationship
The fourth article in our Trusted Advisor series and in it we need to think about how to make that relationship grow.
Read moreManaging Yourself
How can you work as much as you need to without losing what matters most? How can you do what is required without forfeiting the reasons for doing it?
Read moreDesperate Dan
What happens when you meet a desperate sales person? Most people are less likely to buy. If this is your response too, then imagine how your prospects must feel when you’re afraid to walk away from a deal
Read moreDid You Hear It Through the Grapevine?
The organisational grapevine has long been the most effective communication channel man has ever devised. No plans were drawn up, no committees were formed, and no one was tasked to make sure that it was implemented. It
Read moreThinking for Ideas
Thinking for ideas is hard, but necessary work. It’s not something that you can put off until you have time, nor is it an activity to be ignored. You must plan to do it, and plan how to do it. Make sure that you do bot
Read moreWhy Technicians Struggle to Run Their Business
Before consider why technicians struggle to run their business, we need to think about why they bother to go into business in the first place. Why would they start one?
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