In my first attempts to do a lost business call, I struggled to even get the call. As I got better at getting the calls, I had a lot of learn the hard way moments. Times when I pushed too hard, in the wrong direction, or asked a question incorrectly. Too many times the customer Read more about 15-Page Coaching Guide – How to do Lost Business Calls[…]
Lost Business Assessments are an emerging strategy utilized by CEO’s who go through the gut-wrenching moment of losing a customer or strike zone opportunity. They sense the internal explanation is likely off and invest to find out what really happened. Having this same insight relative to an investment or M&A situation is also turning out Read more about Lost Business Assessments – A New Due Diligence Tool[…]
As a CEO, you know the pain. The email comes in… “We lost XYZ Inc.” The entire organization feels it. The potential for negative morale is high. Your first inclination is to assure. The sales team answers the question of what happened, and the explanation is on target with organizational assurance – “It’s not a Read more about A Gut Wrenching Moment[…]
Scott Martiny tells the story of how the Finding Winners role play based training program came to be
Nick Zurovski, a graduate of the program, along with others, explains how the team development program works.
The CEO, HR Dir, and a sales rep share their experience in the Team Development program
Team Development program graduate and Top Gun winner, Travis, shares his thoughts on Finding Winners.
Andre, a Sales Team Development program graduate, talks about what he learned from Finding Winners.
Your goal in any interview is to gain insight into the candidate. The candidate’s goal in any interview is to spotlight the characteristics they believe you need and want. You unfortunately are at a disadvantage. The candidate has the internet, an endless living encyclopedia often supplemented by recruiters and career placement services which are designed Read more about 5 Great Questions They are Not Ready to Answer[…]
Given 66% of all customer engagement hires turn out to be the wrong person, you are likely stuck with some folks in the team who will never be top performers, but are not weak enough to terminate. Here’s a way to help those folks realize where they are and find the motivation to look for Read more about When Someone is in a Role They Cannot be Successful at[…]