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Too many "sales experts" have fuzzy theory and fuzzy results. Here is a template that I have developed over time. It works great. Steal this template. Call me for details if needed. Sales Proposal TemplateDownload Notes: Accountability is a hard...
Action Learning is a behavioral change process model that works 1) for groups and 2) for individuals. For groups, Action Learning occurs when stakeholders use real problems to acquire learning and implement system-wide solutions. For individuals,...
This could be a long discussion. But I'd rather keep it short. Leadership is influence. Nothing more, nothing less. The word "influence" implies results. The influence may be slight or even negative. The influence could be momentous. The influence could be...
Many people ask me this question. So you are not alone. In fact, self-leadership is an ancient subject turned into a multi-billion dollar industry. It is MUCH harder to lead my self than it is to lead others. And it requires daily deliberate practice for me to...
I do not know the answer for you. Yet. And it would be presumptuous or disingenuous if I offered a trite response. Instead I will give you some facts. Then the process. Then what I do know. Many studies confirm that your cost of good sold (COGS) is 7x higher for...
This is a common question. With both a simple answer and a complex answer. The simple answer: Serve others well. Provide tremendous value. The complex answer has at least the following 5 points. 1. Choose a BIG WANT. Humans are aspirational- we aspire to do...
I do not know the answer for you. Yet. I do know the answer for hundreds of other business leaders. Since 1997 I have consulted and coached business leaders in manufacturing, health care, education, HR, safety, technology, finance and accounting. I have...
Business has always been defined by who you like and trust. Those who deliver get the best results. Future business will be defined by the quality of your web of qualified alliances or partnerships. A friend is a successful realtor. When people call he asks, "Would...
Open your eyes! How much time do you spend with millenials? Not only do millenials consume the most products, they also expect results. They are 50% of the workforce in 2018. To ignore millenials is to commit some form of suicide. Here are 6 steps for you and your...
Yesterday I met with an economic buyer who did not know the potential of her company. She was representative. So here are some trends and resources and options for you and your colleagues to consider: 1. Customized leadership development programs are the new norm....
Expert interview with my brother Stuart Gray, founder/president of www.4remarkable.com, www.hospitalityrocks.com, and www.bluecollarsalesguys.com. Stuart is an expert sales consultant, recruiter, customer service trainer and technology provider for independent...
When I studied decision-making in college, the thinking was linear. Stimulus A caused response B. I wonder, if have we have learned much since then... My undergraduate psychology classes were at Hamilton College, the alma mater of B.F. Skinner, a leader of...