One size may fit all when it comes to ball caps. But, it is a flawed approach when it comes to teaching and learning, including sales education. We are all familiar with the curricula we experienced in schools and then … Continue reading →
Over the last twelve or so years, I have done a fair amount of Executive Coaching. My approach is to start the dialogue using assessments like the Myers Briggs Type Indicator (MBTI) and Fundamental Interpersonal Relations Orientation (FIRO). They serve … Continue reading →
A recent piece in the New York Times on Lincoln School of Management by Nancy F. Koehn caught my eye because of my collaboration with the Lincoln Leadership Institute in Gettysburg (http://www.gettysburgleadership.com/). My first thought was that my friends in … Continue reading →
Yogi Berra, one of my favorite philosophers, once observed, “Predictions are difficult, especially when they are about the future.” Now that 2012 is in the past, let’s look back and see how I did with my Twelve-for-Twelve predictions. First, the … Continue reading →
Recently, I delivered a program on negotiations for a sales team where one of the C-Suite executives wanted to drop-in and talk about his own skills as a negotiator. While I was emphasizing skills required in large scale business-to-business (B2B) … Continue reading →
There are two classic plays on selling: Arthur Miller’s Death of a Salesman and David Mamet’s Glengarry GlenRoss. The former won the Pulitzer in 1949 and the latter won the same honor some thirty-five years later. Glengrarry will be back … Continue reading →
I grew up on Long Island along with a baseball team named the New York Metropolitans. They were managed by the legendary Casey Stengel who was one of those special individuals who spoke his own language: Stengelese. Woeful performance after … Continue reading →
I guess there is a part of me that has long wanted to say, “Harvard gets it wrong.” The cover to recent Harvard Business Review gives me that opportunity. The Secret to Smarter Sales is not the carrot as depicted … Continue reading →
Do you remember the book, All I Need to Know I Learned in Kindergarten? In it, author Robert Fulghum recounts important life lessons from kindergarten like: play fair, don’t hit people, put things back where you found them, clean up … Continue reading →
Over the years, I have written in the SST1 Newsletter on personality type and presidential politics. The basic theme has been that the more Extraverted candidate wins. Our first analysis goes back to 1996 when our SST® (Successful Selling to … Continue reading →