Book Review — The Leadership Gap

Lolly Daskal has written a remarkable and useful book for anyone working to a develop a positive leadership mindset and a practical leadership skillset.

It’s called The Leadership Gap, and as the title implies it is positioned as a business book. Daskal has lots of experience coaching and consulting with leaders of global organizations, so aiming her book at the business market makes sense.

But positioning it as a business book does […]

Culture Eats Strategy for Breakfast

(especially in sales)

According to STAR Results’ 2015 Sales Manager Survey, nearly half of all North American sales reps failed to meet quota over the last several years.

So what’s the problem plaguing nearly 50% of your salesforce?

Data tells us isn’t not too little training. Your people have been trained to within an inch of their lives It’s not a lack of tools. You’ve got dozens of them. It’s not poor processes. […]

Making Small Talk Big

The single most important event in the sales process is the first face-to-face meeting with a new prospective client. If you think about it, the beginning of the most important event in the sales process is a big moment. Do you really want to burn it talking about the weather? […]

Q Notes, Quadrant 1: The Question Quadrant

To be useful to a client, you need ideas that help them. It’s a lot easier to get ideas when you understand their reality, what they need, how your client perceives their situation. You don’t get this without asking questions. A good sales meeting is devoted to questions. […]

Preparing a Presentation for a Client Sales Meeting: Yay or Nay?

“She makes a presentation for every client. That’s the last thing in the world I would do,” he said. “She does seem to get business, though. I’ll never understand it.” […]

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