Archive for February, 2011
From Risky Rooftops to Progressive Thinking
Posted by Don F Perkins in Behavioral Change, Business Strategy, Unlearning on February 28, 2011
I had a lot of time to reflect this weekend as I shoveled the snow from my slippery porch roof for, oh, I don’t know, the 10th time this winter. I started out as I usually do, struggling to keep my balance, griping about the fools that would build a porch on a New Hampshire [...]
How To Build Value Into Your Customer Conversations
Posted by Don F Perkins in B2B Sales, Sales Productivity on February 23, 2011
“What’s the best way of getting into good conversations with the right people?”
You can read the full conversation here, but do you want to know the best answer I recieved?
More Business Essentials: Emotional Brilliance
Posted by Don F Perkins in B2B Sales, Business Strategy, Small and Medium Business on February 15, 2011
Emotional Brilliance If the test of social skill is the ability to calm distressing emotions in others, then handling someone at the peak of rage is perhaps the ultimate measure of mastery. The data on self-regulation of anger and emotional contagion suggest that one effective strategy might be to distract the angry person, empathize with [...]
Great Leaders Aren’t Born, They Are Made
Posted by Don F Perkins in Business Strategy, Leadership on February 14, 2011
Leadership is a word so often misunderstood. People will call themselves leaders in an attempt to win business or create klout, but clearly, you are only a leader if people are committed to following (are you listening Mubarak?) When I think of the leaders who have been influential in my life they were men and [...]
Rules of Engagement: “Where’s Your Nuts At?”
Posted by Don F Perkins in B2B Sales, Sales Productivity on February 9, 2011
My son worked in a hardware store one summer on his college break. Every day he would come home with amusing stories of the colorful customers he encountered that day. There was the guy who asked if the rental generator was gas or electric. Then there was the fellow who brought back the perforated soaker [...]
Voice of the Customer: One Size Does Not Fit All
Posted by Don F Perkins in B2B Sales, Sales Productivity on February 2, 2011
Do you know how I feel? Know what I like and don’t like? What I feel is important and what I could care less about? Do you know what I would do if I had a million dollars? Do you know the three people I would call first if I did? Do you know where [...]
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