Monthly Archives: July 2010
Are You Fighting for the Right Customers?
Do you know which clients to fight to keep? Which prospects should you own in the marketplace? How would you know? At first glance, you would think they would be the clients or prospects that have the most profit potential. …
Face-Time or Phone-Time To Fill Your Sales Pipeline?
By Howard Shore, Executive and Business Coach Have you noticed that the higher up people move in their organizations or the longer someone has been in a sales role, whether it be in professional services or a traditional sales role, …
8 Talent Building Lessons from the Miami Heat Coup
Acquiring Chris Bosh and LeBron James and retaining Dwyane Wade has created a lot of press for Miami and the Miami Heat. However, there are some critical business principles that all business owners can learn from this experience. “A” Players …
Think Before You Communicate
So often verbal communications do not work out the way people want. They cause a completely different outcome from their intended purpose. The challenge is not just the words one uses. It is the tone and body language of the …
Stop Competing on Price
By Howard Shore, Executive and Business Coach It is not unusual to find companies that have made a lot of changes to the business only to find that those changes had little impact on its ability to increase market share, …
Commitment Is Rare
Many people think that making a decision is the same as making a commitment. This could be the farthest from the truth. Actually, the hardest decisions oftentimes have the weakest commitments, particularly the larger the group size. Does this scenario …
Conflict Avoidance Hurts Teamwork
A great way to tell whether you have a strong team is by the amount of regular, healthy conflicts that occur in meetings when decisions are being made and if decisions are really being made at all. It is often …
