Part 1 of a 2 part series on understanding a buyer’s needs. Do you know the difference between how you sell and how buyers buy – and why the difference matters? After a conversation with my colleague Erik Luhrs (we’re developing a Lead Facilitation pilot http://guruselling.com/) I’d like to expand the definition of ‘buying’. But…
I’m a dancer. When I studied the Argentine Tango there was a foundational rule that I believe is true for all leaders: The leader opens the door for the follower to pass through, and the leader then follows. If anyone notices the leader, he’s not doing his job. The goal is to showcase the follower….
He who has a “why” can live with any “what” – Nietzsche Full disclosure: Most of the following is taken either directly or indirectly from the late great Stephen Covey. If you are not familiar with the most important author on efficiency and effectiveness in the past century, start with The 7 Habits of…
In this Youtube video, Dr. Kotter talks about how to win over both hearts and minds in his book The Heart of Change. Within Dr Kotter’s 8 Step Process winning hearts and minds is an important part of business thinking and a way to change behavior in an organizational or a cultural change. If you…
One of my clients made a very astute comment the other day. He said, It should be self-evident that a company can have too many managers and not enough leaders. But can you have too many leaders? In many respects I am trying to develop my team managers into team leaders because I don’t have…