Archive for the ‘Leadership Coaching’ Category

Feedback

“There is an element of truth in every piece of constructive feedback.” In my book Navigate, I write about the 4 different buying behavior styles and how psychologically buyers make decisions based on their fears. – The Fighter’s biggest fear is “losing control.” – The Detective’s biggest fear is “making a mistake.” – The Counselor’s biggest fear is “change.” – […]

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4 Types of Leadership

4 Types of Leadership How to be a Navigate Leader Recently, I was riding in the car with a consulting client field shadowing and listening to him coach his newly-acquired team.  He is a classic Top Producer who was promoted into sales management without any leadership training.  (I see this happen all the time!  Why do we put so much […]

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Comparison Is The Thief Of Joy

Comparison causes stress, frustration and ultimately limits people’s belief in what they think is possible. It takes an extreme amount of self-control and mental toughness to not compare yourself to other people. Think about it.  When was the last time you had any of the following thoughts: “I would be doing much better if I had Mary’s territory” “I’m doing […]

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Southwestern Company / Great American Ranked In Top 5,000 Companies In America

http://www.inc.com/inc5000/profile/southwesterngreat-american Inc. Magazine recently ranked Southwestern/Great American as one of the top 5,000 companies in America. For more than 30 years, Inc. has celebrated the fastest-growing private companies in America. To be honored this year is a particularly notable achievement. To rank among the 2012 Inc. 5000, Southwestern had to thrive through three of the toughest years this economy has […]

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Closing Different Buying Personalities

Navigate: Closing Different Buying Personalities Closing the sale is one of the most important parts of the cycle of selling.  The best closers understand that closing is not an event, but rather closing the sale is a process of incremental “yes” questions.  I define closing as “providing a service/product to someone that they need by helping them go from point […]

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Mind Over Matter

Soldiers in war can go days with no food and little water.  In Seal Team Six, Howard E. Wasdin describes Navy Seals in combat who have been shot multiple times, missing limbs and still keep moving and fighting.  The human mind and body are two of the most extraordinarily resilient things on earth. Yet the body will only endure what […]

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What You Are Someday Going To Be You Are Now Becoming

Other than the Bible this writing is the single most powerful truth I’ve ever read.  Enjoy! WHAT YOU ARE SOMEDAY GOING TO BE YOU ARE NOW BECOMING: BY JIM MCEACHERN ONE OF THE MOST SOBERING THOUGHTS I HAVE EVER BEEN CONFRONTED WITH IS THIS. “WHAT YOU ARE SOMEDAY GOING TO BE YOU ARE NOW BECOMING.” YOU ARE NOW, THIS MOMENT, […]

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Being A Servant Leader

“Being a Servant Leader” is one that has been taught by people like Spencer Hays and Henry Bedford at Southwestern for over 155 years. A large number of Executives and Managers in the world live by the attitude “It’s my way or the highway”. That attitude is backwards when it comes to motivating people. Hundreds of managers and leaders have […]

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