Why Aren’t Your Prospects Buying?
As someone who has studied intensely the idea of getting customers to “buy in,” it is more apparent than ever that there are 3 major reasons our prospects don’t buy in. Interestingly, these are rarely acknowledged or recognized by most sales professionals. As a result, I believe it keeps them from being far more successful. […]
Stop Trying to Sell. Just Listen.
“To sell Jane Brown what Jane Brown buys, you have to see the world through Jane Brown’s eyes.” I remember that phrase from several years ago as one of the greatest I’ve ever heard – especially as it relates to thinking like a customer. Of course, it’s much easier said than done. In the process […]
US Employees Aren’t Excited About Their Work
“Employee engagement” is a property of the relationship between an organization and its employees. An “engaged employee” is someone who is fully invested in, absorbed by, and passionate about their work. In fact, they are so invested that they take action to improve and further the company’s reputation and interests. It’s obvious why employee engagement […]
Soft Skills or Hard Skills: Which is More Vital in Business?
The answer to this trick question is “neither.” They’re equally important in business. Soft Skills vs. Hard Skills Hard skills are the ones we have mastered, such as math, a foreign language, programming, reading, or expertise with powerpoint. These skills are easy to quantify and measure, while soft skills are harder to quantify because they […]
Be Intentional About Work
The word “intent” refers to my mindset at the time of a specific action, and it’s something many don’t think about in the workplace context. So, what can be said about working intentionally in 2017? Working In Purpose Today, the mindset of many workers is to work at a place where there is a strong […]
3 Things Millennials Can Do To Be Successful In Corporate America
Are Most Millennials Self-Employed? While some research has shown that the majority of millennials want to work for themselves, the reality is that many will have careers in traditional “corporate America.” Having spent 20 years of my life (from 25 to 45) in corporate America, I can tell you that it can be a great […]
Is an MBA Really Worth It?
I’ve been asked over and over by success-oriented college students whether or not I believe an MBA is worth it. Unfortunately, there isn’t just one answer to that question because everyone’s situation and reasoning is different. First, I usually ask the following questions, which then set the stage for my answer. Why do you feel […]
Conversation: A Modern-Day Struggle
A TED Talk on Talking One of my closest friends, Dr. Mark Cohen, is a retired OB/GYN, our current Medical Director, and the best conversationalist I’ve ever known. Always willing to help others grow, he told me about a certain TED Talk on the topic of having better conversations. Of course, I knew it had […]
How to Negotiate a Raise
Money Talk We’ve all been there. Most of us have sat in the chair across from a superior, contemplating a request for a raise. Though a lot of us have indeed contemplated it, many (if not most) have “chickened” out. Why? Because money talk is uncomfortable. Sometimes, we feel we don’t even deserve a raise […]
3 Big Leaps Toward Better Business Relationships
It’s hard when I hear professionals discussing business without either of them using the phrase, “I have a great relationship with…” For me, the most valuable parts of a business career are the relationships. Bottom line: In business, relationships are crucial. If People Like You, They’ll Listen When we have great business connections, people often […]