We talk about Stewardship to Equity a lot with our coaching clients and in our workshops – but I haven’t talked about it nearly enough here in the blog. I’m going to rectify that right now, because Stewardship to Equity is such an important concept and connection strategy. In fact, it’s a cornerstone strategy in […]
A lot of people are talking about how to understand diverse demographics in the workplace. Most of that conversation revolves around how to get along or how to understand difference generations. Let’s scrap that talk. Let’s have a different conversation that actually contributes to business growth, shall we? It’s not about how you understand generations, […]
It’s a common myth that technical people aren’t great at business development. The fact is, with the right mindset, technical people can be the best business developers. We see this all the time with our technically-minded clients, especially those who are selling technical services. They can’t get their arms around how to start a conversation. […]
A few weeks ago, golf fans around the world watched in horror as Jordan Spieth lost his edge during the 2016 Masters Tournament at Augusta National Golf Club. According to later interviews, Spieth knew exactly what happened when he started the back nine with a five-shot lead. He settled. He stopped making aggressive choices, and […]
Say you step into an elevator. The doors close. You begin banging your head on that door. Eventually, the elevator moves – and when it stops, that door opens up. Do you believe that banging your head against the elevator door is what caused it to open? This is how many people approach selling technical […]
Your fancy CRM software doesn’t work. It doesn’t actually help you connect with your clients. Do this instead.
Market segments are defined by the client themselves. They could be based on geography, but often it revolves around what they’re in business to do. People in education likely hang together, those who are in Healthcare tend to socialize with each other, and likewise for other industries. The illusion is that all of those segments can be thin sliced by geography or operation model type.
It takes more than a few good ideas to make coaching account development impactful. Project management, for one, is key. It’s not about the people on our team that do project management—though they are very talented—it’s about the process.
You might remember our last installment of The Connectors, where we interviewed Tadd Tellepsen of Tellepsen Builders. He gave us his take on The Connections Process, and today, we’re sharing with you how Read Ballew utilized the thought process and tactics from our practice.
I’m a bit of a cross media freak. Somehow, I end up getting a drumbeat about something I should read. Whether it’s messaging from TV, travel media, or a book suggested to me from a friend or colleague, I’m always looking to sink my teeth into something new.
But it’s not the literal suggestion that I link to, it’s about The Why I should read it. My ears are always open. It’s about what moves you. This is what I’ve been reading lately:
