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Found articles: 13

  • Karate by PowerPoint

     Imagine that you have been asked to participate in a karate kumite (1:1 combat) competition. Imagine further that you were given only 3 months to prepare. Let’s assume that you have only heard of karate but never practiced it in any way.More

  • Take a Break or a Coach

     I recently had a chat with an ex-colleague from my previous employer. As he used to do so frequently before, he told me a few things that were going on in the company. And so I thought, how would I have dealt with these challenges if I were still a manager there?More

  • CEO's Are Great, Top CEO's Are Greater

     People in leading positions are often in a dilemma: on one hand they are supposed to give great performances, make the right decisions and so forth; on the other hand, they have to fill the role of a very confident and self-assured manager. This may be considered a dilemma because CEOs are expected to be almost supernatural, and asking for assistance in what is supposed to be their core competence (leadership!) simply does not fit the picture, no matter how necessary it may be.More

  • Are Buyers Liars?

     How to Get Buyers to Buy and Improve Your Sales Forecast Think of the last time you bought something you don't buy regularly. Perhaps a car, or a notebook computer or - as a business-to-business buyer - a professional service (e.g.More

  • Getting into Your Buyers' Shoes

     The storyA few weeks ago, I met Chris at a networking event. We chatted about what his company was doing and what my business was all about. He quickly realized that his company's online solutions could be beneficial for us and said, "Charlie, we should really meet soon so that I can show you our solutions that can lead you to more business.More

  • How to Get Rid of Annoying Cold Callers

     Ring ring . . .More

  • Stop Selling! for the Million Dollar Contract

     During the introduction of the “Stop Selling!” philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items.While using this example makes it easy to get a deeper understanding of buying behavior, it often creates doubts as to whether the “Stop Selling!More

  • Are You a Manager or a Leader - or Both?

     When I ask my coaching clients, mostly senior executives, what they do during a typical working day, I notice that most of them spend the majority of their time with management rather than with leadership issues.You may ask: What is actually the difference between management and leadership? I like the simple but to-the-point distinction made by the legendary Peter Drucker.More

  • Leadership on the Brink

     THE PROBLEM SITUATIONImagine you are the chief operating officer (COO) of a mid-sized corporation, say with 2,000 employees. Your company manufactures commodities like cables for cars. It’s headquartered in Hong Kong, but has factories in two different provinces in China, one in Southern China (Guang Dong) and the other in Northern China near Beijing.More

  • Higher Ground Negotiations: Don't Compromise Your Position with a Compromise

     I still remember sitting in the car with our French representative on the way to our customer's factory north of Paris some five years ago. At that time I was Director International Sales for a German technology company. The conversation went this way.More