How NOT to enrich a relationship: My own cautionary tale

Category : Weekly-ish tips January 28, 2019

This post is part of our Weekly Tips series.

2018 ended on a humbling note for me in some important ways, including a couple of screw-ups on my part. Nothing earth-shattering or life-threatening, just lesson-inducing. I’m sharing the most recent screw-up—and the learning it recalled—because, as usual, I think we can all benefit.

The screw-up: I got triggered by a question that someone (innocently) asked me via email and indulged in my reactive state by sending a lengthy and negative reply. What’s worse, it was relatively late in the evening and I prefaced it with, “I don’t really have the bandwidth to talk about this right now” … yet I continued on. I next admitted to being triggered in a self-congratulatory way (‘Look how insightful I am!’) And then I proceeded to dump all over her in writing. Class act LOL.

Sales mastery: An anthology for transforming your approach and results

Category : Weekly-ish tips January 22, 2019

This post is part of our Weekly Tips series.

I’ve been writing a lot about screw-ups lately (mostly mine). This week brings a little reprieve in order to focus on sales mastery. Don’t worry, there are more screw-ups in the queue.

In looking over the 229 tips I have written to date, I’ve apparently had a lot to say about what’s wrong with conventional sales training and practices.

A Different Kind of Annual Report: Getting Real in 2018

Category : Real people January 18, 2019

Looking back at 2018, it’s clear that our clients and colleagues continue to do great things. We heard countless stories of your professional and personal victories throughout the year. Together, we’re kicking conventional business wisdom to the curb and transforming how people work together as a result.

We’ve created another year-in-review infographic to celebrate—a different kind of annual report for a different kind of organization. It features our clients’ victories, like routinely calling past clients with no agenda other than to say hello (and often winning new business as a result). It also highlights a few personal victories for our team, like rappelling down a waterfall and ditching the smoking habit after 35 years. Click the banner below to find out who did what.

Here’s to a new year!

Another cautionary tale: Do’s and don’ts with client reach-outs

Category : Weekly-ish tips January 14, 2019

This post is part of our Weekly Tips series.

The recent onslaught of holiday messaging (emails, cards, etc.) has brought some important lessons to my attention—specifically, do’s and don’ts for your next client reach-outs.

What you probably do (and shouldn’t) when you lose

Category : Weekly-ish tips January 7, 2019

This post is part of our Weekly Tips series.

Last week’s tip about my bruised ego got me thinking about a conversation that’s been coming up a lot in our workshops lately: the actions you choose to take (or not) in the days, weeks, and months following a lost proposal or lost project. Unfortunately, what’s all-too typical isn’t all-too trustworthy.

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