Every CEO knows that the biggest challenge with change is resistance. But what most CEOs miss is that resistance is simply the first stop on the quest for the holy grail: a new standard. From my work with hundreds of … Continue reading
YPO-WPO: How did you get involved with speaking to YPO-WPO? Christine: I received a call from a YPO member asking me to speak at G2: Gathering of Giants. I received a standing ovation. Everyone just kept clapping! Finally the program chair … Continue reading
I was recently asked this question by a business consultant: “I interviewed a potential COO that has awesome experience, dresses well. The problem is he doesn’t ‘feel’ right. Nothing big, just little things (some of his mannerisms bug me, etc). … Continue reading
In the last blog, I talked about how disqualifying leads can boost sales. Having a good sales script is key in the disqualification process. A good script is 45 words max and consists of four elements. Start with who you … Continue reading
Check out this question I was recently asked on by a business consultant: “I recently spent 3 months courting a client for a large contract. After all that work time they ended up bailing. I couldn’t believe it! We had … Continue reading
Challenge: How can management keep their top sales producers motivated? Losing a top producer not only impacts the bottom line–it also decreases team morale. In addition, it costs your company more money to hire and train someone else. Client Scenario: … Continue reading
Want to supercharge your sales with more eager buyers? Managing the emotional state of your prospects is one of the best ways to do this. Addressing a prospect’s emotional state involves assessing their readiness to buy, and then guiding them … Continue reading
If you aren’t happy with your business, or you want to stretch to the next level of revenue or profile, you’re ready to re-position your company. Let’s drill down to the specifics of the positioning process. First, know that it … Continue reading
Challenge: Many emerging growth companies struggle with the positioning of their firms, and the communication of what they stand for. Without properly communicating your position, the market doesn’t know whether to buy from you, whether you have the know-how they … Continue reading
A company culture is like metal… we heat it up with coaching and training and it becomes pliable. We help the CEO set it in a new shape and then it hardens. In time it will need to be heated … Continue reading
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