by Jim Schleckser | Jul 20, 2017 | Entrepreneur, Growth, Leadership, Sales
When you’re trying to do business with someone in a way where ultimately you’d like him or her to purchase something from you, there is a little secret you can use to vastly improve your success rate. It all comes down to following a simple sequence: tell,...
by Jim Schleckser | Jul 5, 2017 | Advisory Groups
Different things motivate all of us. For example, people can be motivated by intrinsic things like the chance to learn or the ability to do their job autonomously. Others can be motivated by the fact that they believe your company is doing good work in the world,...
by Jim Schleckser | Jun 30, 2017 | Talent
Sharing equity with your team can be a powerful motivator, and there are two basic ways most firms do it. In a prior article, I talked about the reasons why it might be time for you to share equity with your team. But that brings us to today’s topic, which is...
by Jim Schleckser | Jun 27, 2017 | Decision Making, Entrepreneur, Sales
When you think about your sales force, what kind of people do you have working for you: Hunters or Farmers? And what kind do you want? It depends on whether your growth is driven by new accounts or by growth in existing accounts, or a blend of the two. Hunters are the...
by Jim Schleckser | Jun 14, 2017 | Leadership
No Stuff is the “Small Stuff” Kids and employees have an amazing ability to pick up when our behaviors don’t match up with our words. For those of you who are parents, you will be all too familiar with the fact that we tend to say one thing, but do...
