I have cited the work of Neil Rackham many times in my fifteen years of writing newsletters and now blogs. If you are familiar with it, please endure the summary that follows before I connect Rackham’s findings with something that … Continue reading →
Shortly after I launched my consulting practice featuring SST, I began writing a newsletter. This would be 1997. The first version was a hard copy that we mailed to clients and prospects and was titled, SST Newsletter. The articles principally … Continue reading →
This post is offered by my PfP Consulting partner, Harry Koolen (http://www.tildensst.com/who-are-we/profile-koolen/). As noted in the title, he offers follow-up thoughts on the last post by mutual friend Matthijs van der Want on Intrinsic Rewards – When Theory Meets Reality. … Continue reading →
Matthijs Van Der Want and I first became acquainted some twelve years ago when we successfully collaborated on a project to advance business development at a major European bank. Today, Matthijs serves as a business coach in Belgium and joins … Continue reading →
First, let me apologize to anyone who has tried to visit our web site or blog over the last week. It turns out we were hacked and our web host shut us down. The good news is we are back … Continue reading →
When it comes to business books, I have a bias toward writers who support their notions with research and evidence. I don’t have much time for authors like Arianna Huffington (Thrive) nor Tony Robbins (Money: Master the Game). I have even … Continue reading →
I confess. I do corporate training and consulting and do not subscribe to Harvard Business Review. In fact, I don’t even like Harvard Business Review. But, from time-to-time HBR features articles on selling that I must read because of the … Continue reading →
The news that RadioShack was closing half of its stores and selling others caught my eye. How could it be? They once sold a computer, the TRS-80, that was more popular than Apple’s. As a buyer, I preferred the small … Continue reading →
My work is a mix of corporate training, executive coaching and consulting. From time-to-time though, I do some one-on-one coaching with salespeople. As a rule, these are rich experiences. Sometimes, however, they are real head scratchers. Here is what I … Continue reading →
