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How to Get The Truth Out of Customers with Three Words
As I walked into the meeting, I couldn’t shake the feeling that something was off.The prospect seemed polite enough, but there was a tension in the air that I couldn’t ignore.I had a hunch that they...
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7 Leadership Lessons Learned From a 20 Foot Ladder Fall
As I lay flat on my back, staring at the sky with the 20-foot ladder beside me and my reciprocating saw in the grass, I realized how badly I had misjudged the situation. That Sunday began like any...
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The Death of a Sale
I had my driveway redone recently. I gave the job to a 27 year old kid (at my age, everyone’s a kid) who was just starting his business.Him and his dad showed up (who did most of the work – a good dad...
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Companies, Stop Institutionalizing Coaching. Your Freaking Your Employees Out...
COMPANIES, DON’T INSTITUTIONALIZE COACHING! Making coaching part of HR changes its dynamic and purpose, turning what is supposed to be a safe, confidential space into a monitored, compliant, documented...
View ArticlePodcast – How to Coach Your Boss To Coach You
If you don’t like the way you’re being managed, it’s your responsibility to tell your manager, “This is how I’d like to be managed and held accountable.” ???? Not necessarily, saying it this way, but...
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Become a Confrontation Terminator. How To Safely and Easily Resolve Conflicts...
Personal confrontation is uncomfortable and fearful enough. Multiply this exponentially if you’re a manager who has to manage and resolve conflicts between teammates. The simple answer. Get HR...
View ArticleNew Book! The 7 Killer Sales Coaching Questions
I’m excited to announce the release of my new book, The 7 Killer Sales Coaching Questions. In the spirit of the holidays, I’m offering my book, the accompanying Daily Sales Coaching Playbook, AND the...
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The Three Most Important Words in Selling and Coaching. Be Insatiably Curious
Download my new book, The 7 Killer Sales Coaching Questions!Curiosity. It’s the secret sauce of great coaching and transformative conversations. But here’s the thing: curiosity alone isn’t enough. It’s...
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Nine Onboarding Steps to Turn Demanding Customers Into Raving, Revenue...
It started out like any other day until you received that text, email and phone call from one of your top customers. In an instant, your day went sideways and blew up in your face. Needless to say,...
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Managers Don’t Create the Selling Strategy. Your Salespeople Do.
Empowering Your Sales Team: Building a Strategy Together for Lasting SuccessIn today’s competitive market, the success of your sales strategy hinges not just on the tactics you employ but on the buy-in...
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