Blogs

Creating Expectations: Building a Foundation for Success

I recently participated in what was potentially a very challenging meeting with an excellent prospect. The design of the plant we had been schematically developing was presumably well over their budget.

Yet, the team working on this accomplished a number of important tasks in the development of this opportunity. Within these tasks lies a process that is the foundation for greater success in sales and, yes, in relationships in general.

Channeling our Inner Ernie Banks: The Power of Positivity

Permit me some self-indulgence on this one. I have joked for years that being a life-long Cubs fan provided great training for a career in sales – it has taught me how to deal with disappointment and adversity, how to maintain optimism and good will, and that attitude is the biggest factor in one’s happiness and success. No one represented those qualities more than Ernie Banks. “Mr. Cub” passed away recently at the age of 83. 

Perspectives on Leadership

I have been reading a wide range of articles and books lately on the roles and responsibilities of leaders and how that affects results, and it has me thinking.

Balancing New Year’s Resolutions with Continuous Improvement

Happy New Year to all my blog readers. Have you made your New Year’s Resolutions yet? Broken any yet?

Perceptions and Positivity: Balancing the Good with the Bad

One of the last chapters of Scaling Up Excellence is titled “Bad is Stronger than Good”. The focus of this chapter deals with people’s perceptions and how their experiences shape them. Bad events have a stronger, more lasting effect. Bad events are also more contagious. Psychologists studying this phenomenon have defined what they refer to as a “five-to-one” rule:

The Annual Marathon That We Run

In the U.S. at least, the calendar year is an interesting marathon race. It can be a long journey with many sights and people along the way. The competitors we encounter are generally empathetic with the other runners, because in the end we are running the race ourselves. We challenge each other to improve along the way.

How to Handle Tighter Shipping Capacity

By Peter Waldinger, Location Consultant with Austin Consulting

For the last several years, truckload capacity has been on the minds of nearly every shipper. Issues they are hearing and facing include fewer trucks, fewer drivers and tightening capacity. But what does that really mean and how does it affect your business?

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