I’ve been involved with management and supervisory training for over 35 years.  I’ve worked with some of the largest companies in the world – and some mom and pop shops.  Over the years I’ve learned that no management and supervisory training program will yield positive results if the roles of managers and supervisors are not clear. Way back when, I was a trainer for a large Oil Company.  I used to conduct the Interaction Management

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Historically, intelligence (IQ) has been thought to be the best predictor of professional success.  Educational institutions certainly adhere to this philosophy as students are tested, and then judged, on their grades and GPA.  Then students get admitted to colleges primarily on their SAT or ACT scores. Now a dose of reality. We need to ask:  which one is a better predictor of success?  IQ or EQ? First, let’s define Emotional Intelligence. Daniel Goleman defines it as:

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We all know what the last two years have been like in fundraising.  It’s been tough out there.  But it hasn’t just been tough for us nonprofit professionals.  It’s been tough for our donors, too. In this post-recession era, it’s time we started to take into account our donors needs in order to create long-term partnerships and stronger institutions. Post-recession fundraising requires us as nonprofit professionals to take bold steps, while at the same respecting

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Disco of Setting an Effective Goal

Posted by Patricia Walsh on January 01, 2000
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Category : Blog

Effective goals setting is a disco where ambition dances with real-life constraints. One of the most common questions I am asked is how to set an effective goal. The first thing I like to impart on my audience is to start with your long term high level-goals. To solidify these highest-level goals provides a framework to organize associated tasks. One of the potential pit falls in goal setting is to focus on the immediate problem

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Worst “Closing” Question in Sales

Posted by Les Lent on January 01, 2000
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Category : Blog

Anytime I’m doing sales training, whether it’s a large open seat workshop or a custom session for a client, the topic of “Closing” comes up. The very word, in the context of sales training, usually makes people immediately think of Alec Baldwin’s famous scene in Glengarry Glen Ross. ABC…A=Always, B=Be, C=Closing! “Always Be Closing!” he bellows. While many sales professionals feel this is a MUST watch movie (I know way too many people who can

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The Number 2 Reason a Sale Doesn’t Close

Posted by Les Lent on January 01, 2000
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Category : Blog

My business requires me to not only teach and coach sales, but I have to make sales if I want to keep my business alive. I was reminded last week of one of the cardinal rules of closing (and the #2 reason why a sale doesn’t close)…You cannot close a “Non-decision maker”. I know this. I teach this. Yet it still happens to me from time to time. It happens innocently enough. There’s an introduction

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“The Rise of the Insurgent Brands”

Posted by David Morey on January 01, 2000
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Category : Blog

It used to be that big market leaders competed only with other big market leaders. It was incumbents versus incumbents. In mass marketing’s hey-day, two or at most three brands dominated virtually every product category –information was forced through the pipeline of just three television networks. There was little choice and little change. But those days are over. And the information revolution has opened up a new age of increased choice and constant change. Today’s

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You Could Learn a Lot from a Dummy

Posted by Dion Harding on January 01, 2000
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Category : Blog

When General Motors drove into financial trouble people had several choice words for the company including dumb. After much to do, GM has climbed out of bankruptcy; posted an annual profit, and paid back a significant amount of money it owes the government.  The company is hiring again and facilitated a successful initial public offering.  Another sign of General Motors resurgence is that it will advertise during this week’s Super Bowl telecast for the first

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Wow…What Are You Wearing?

Posted by Shantarra Houston on January 01, 2000
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Category : Blog

The other day, I was reminded of why it is pertinent for staff to display a professional image, especially when they are representing the company at several functions. As I walked around the room at a luncheon, having many conversations with business associates, I observed many individuals in leadership roles that were poorly representing their companies by wearing non professional attire. T-shirts, stained blouses, scuffed shoes, mini skirts, wrinkled pants, etc… were some of the items that I saw. My only

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Never Ass-U-Me

Posted by Dion Harding on January 01, 2000
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Category : Blog

After nineteen years of sales and sales training, I have found the most common mistake made in sales and in life is that people make assumptions about another persons thoughts and wants.  People often go into sales because they perceive themselves to be great communicators.  All too often that perception comes from the ability to speak, which is a definite plus.  An effective communicator is good at speaking but is even better at listening.  The

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