Author: cls-author

Are You Manipulating Team Members with Good Intent?

Here’s a paradox in organizational life. A significant percentage of workers say they’ve experienced a bad manager at some point in their careers.

Manage Smarter 66: Why Training Fails And How To Fix It

Jason Forrest, founder and CEO at FPG (Forrest Performance Group), is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and “Best Place to Work” cultures. In this episode, we discuss: Why 70% of training in U.S. businesses fails; how managers can change team behaviors to embrace and retain training, and how “Performance equals knowledge minus leashes”

Manage Smarter 65: Professional Services and Business Development

Doug Fletcher is the co-author of a new book titled, How Clients Buy: A Practical Guide to Business Development. Doug will be sharing with us today insights into winning client business based upon his 25 years of practical experience, and the research he has conducted over the past 4 years. In this episode, we discuss:

What to do about the Mad Hatter in Your Organization

The Hatter in Lewis Carroll’s Alice’s Adventures in Wonderland is sometimes called the Mad Hatter. Do you know why? And do you know why having an employee who behaves like a Mad Hatter in your organization is a managerial call-to-action?

Manage Smarter 64: Powerful Phrases All Managers Must Know

Brian Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. In this episode, we discuss: the Top 10 Power Phrases all managers need to know to motivate internal teams and external clients to action; his management strategy that resulted in selling one million dollars in business in 12 months; and how to craft great questions to elicit more informed, positive responses.

Manage Smarter 63: Increased Efficiency is Not Always Good

Edward Tenner is a distinguished scholar of the Smithsonian ‘s Lemelson Center for the Study of Invention and Innovation. In this episode, we discuss: how becoming more efficient can have unintended consequences; Campbell’s Law: how measuring new efficiencies may make your staff change behavior to meet new incentives; how Big Data affects you and your business and can cause “Competitor Neglect;” and the pitfalls of False Positives.

Why It’s Time to Embrace the Servant Leader Role

Today’s buyers are savvy and well-informed. To succeed, it’s time to employ the latest sales methodology. In a recent Manage Smarter podcast, James Rores, CEO of Floriss Group, author of the Collecting WINS Sales Methodology, and Founder of the Growth Multiplier Movement outlined how you can apply the servant leader approach to sales and sales management process.

Use Cybersecurity To Strengthen Your Culture

“Hackers aren’t interested in my little business.” If that’s the standard line you use when a security consultant pitches you on their services, you’re making a mistake.

Manage Smarter 60: Servant Leadership and Shared Goals

James Rores is a sales performance expert, CEO of Floriss Group, author of the Collecting WINS Sales Methodology, and Founder of the Growth Multiplier Movement. In this episode, we discuss: the definition of Servant Leadership; show up and be in service while leading people we are with; how serving shared goals and leading a buyer can boost your business; what is the Growth Multiplier Movement and how to implement it to sustain sales growth.

How To Raise Team Performance After You Hire That Rock Star

If you want to do your company a favor, start interviewing people who are more talented than you. “Hire people that might be a threat to you because it will raise everybody’s game.”

Manage Smarter 58: High-Five! Cultures and the Internal Experience

Meg Manke is COO of Rose Group International and co-author of “iX Leadership: Create High Five Cultures and Guide Transformation” In this episode, we discuss: how internal culture can equal leadership failure; the axis to assess culture types and work preferences; and implementing clarity and accountability with the “Mad Hatter” Principle.

Manage Smarter 57: How to Eat Your Competitors Lunch

Anthony Iannarino is an international speaker, bestselling author, sales leader, and entrepreneur. He is the author of “Eat Their Lunch – Winning Customers Away From Your Competition,” “The Lost Art of Closing” and “The Only Sales Guide You’ll Ever Need.” He blogs frequently on thesalesblog.com and hosts his own podcast called In the Arena. In this episode, we discuss: Managing so you can win new business away from competitors; The 4 Levels of Value Creation; and how discovery with team members can help them find new routes to closing sales.

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