applied know how
… and here are 5 tips to practicing it to better your health and wellbeing.
It’s a busy world. You tap away at your computer while keeping one eye on your iPhone and another on people walking past your cubicle. You plan your day while listening to your playlist and commuting to work, and then plan your weekend on the way back eyes glued to your iPad Calendar avoiding either fellow bus passengers or fellow drivers.… Read more
I have written several articles about the buyer journey, buyer personas, aligning the buying and selling process; here is an aid to this process a journey plan for the buying process.
At its core, I’ve turned around the typical account planning tool, to focus more clearly on the Buyer and their needs. This is to build empathy and to assist the seller more clearly understand the questions a Buyer has to tailor the sellers presentations and plans to meet the Buyers needs. … Read more
Previously I’ve written about Jeff Bezos and his encouraging his staff to read selected books.
I’m not in Bezos class, but I have suggested a reading list for my team members in the past and I’ve used these series of books as a basis for both self Learning and guided learning.
Self learning typically would encourage your team member to read the book (they are all quite short) and to identify three ideas they can implement now.… Read more
My first real job was as a salesman, as a pharmaceutical rep., and the training I received from Glaxo has set me on my way to a solid career.
The training was focused, tailored, and enabled us to understand why we needed to do job as a Sales Specialist in certain ways. It provided me with a simple structure for my sales calls as well as provide some default language when i was stuck. … Read more
I’ve worked with quite a few people that i have disliked. I disliked them for a variety of reasons. Sometimes the relationship coped with working together. Sometimes not. Rather than just avoiding these people- my original strategy- there are times when you must work closely with people you struggle to like and so struggle to work with.
The concepts of behavioural preferences, as described through DISC, and of emotional intelligence can help you deal effectively with difficult people and situations.… Read more