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DO YOU SUFFER FROM THE “I AM WHAT I DO” MENTALITY?
All too often we define ourselves by what we do. In business it's difficult not to do this because so much is measured by the results we produce or the accomplishments we have. When we measure our success this way, we can't help but be impacted throughout the day by...
What’s Going On in Your Head, Heart and Body right now?
In last week's Monday Morning Tip we started off 2014 talking about the benefits of doing a 3-Centers practice that aligns the head, heart and body in seconds. This week we have a "real" example that highlights the value of doing this practice. Many of you shared...
A Practice for 2014 that Works!
Happy New Year! With only two business days under your belt, how's it going so far? Many of you know that at the core of what motivates and drives Mary Anne and I to do what we do is the desire (passion) to increase self-awareness and self-observation in the...
Reflection on Values
As we begin the process of winding down another year, personal and business reflection is usually key to the rhythm of the cycle. We look forward with renewed energy and excitement, and we get to vision what 2014 might look like, what joy we will have, and what new...
Unimaginable Possibilities
Nelson Mandela was an iconic figure to many in his lifetime. We honor his contributions and his spirit for inspiring us to be more than we even imagine ourselves to be. "The greatest glory in living...
The Powers of Lessons Learned
It's that time of the year again. Many of us are working to hit those year-end numbers, planning for the New Year and celebrating the Holidays. I've been in the planning mode for the last two months helping our clients reflect on the successes and challenges of 2013;...
Effective Presentations Accomplish this One Thing
"Research tells us (Snyder 2007) that the most effective presentations will always do this one thing - solve problems. This is the key to a successful presentation. Presentation coach and author Dr. Andrew Abela has written "if you are trying to persuade your audience...
Become A Master at Asking Questions
The Right Questions asked the Right way at the Right Time are the key to sales success. Practice is the key. New sales reps need to find opportunities in their normal day to practice leading conversations using questions. Seasoned reps need to vary their repertoire...
Feel the Fear yet Choose Courage
"Most of the things we avoid are avoided because we're afraid of being afraid. Too meta? Sorry, but it's true. The negative outcomes that could actually occur due to speaking up in class, caring about our work product, interacting with the boss--there's not a lot of...
Richard Branson on Asking Questions
In a recent interview by Entrepreneur.com with Richard Branson (Virgin Companies), he was asked to commented on asking questions. "One of the reasons my friends and I were successful early on was because we always asked a lot of questions. I was willing to listen to...
Personal Power and Freedom are just one Pause Away!
"Between the stimulus and the response there is a space and in that space lies our power and our freedom." Tara Brach Are you aware of the space between? It might be the space between a colleague's comment about our work and our response to that comment or it might...
Not All Employees Are Created Equal
Research shows that "A" players outsell their peers by at least 48 percent in sales positions, have a more positive effect on customers than other employees, and deliver superior team performance when included in a work group. A small team of "A" players can run...
Increase Sales Results by Tapping into the Limbic Part of the Brain
Some people like to hear information and see the facts and data. Some like to see the big picture before knowing the details. Some like to “sleep on” new information before making a decision. Others need to feel what it will be like to have what they are buying...
Sample Interviewing Questions to Uncover Attitudes and Beliefs
This post as been updated. To read the most recent version, click here. We got several requests to share some sample behavior-based questions to uncover attitudes and beliefs when interviewing candidates. Here are some examples. If you have a specific attitude or...
Attitude …. Is it really that important?
The Truth About the War for Talent by Seth Godin It's more of a skirmish, actually. Plenty of recruiters and those in HR like to talk about engaging in a war for talent, but to be truthful, most of it is about finding good enough people at an acceptable rate of pay....
Coaching Recent College Grads Now in the Workforce Offers Valuable Insights
This week I met with three new employees who were recent college graduates. This was their first full-time job since graduating and my reason for meeting with them was to check in with them as to how their transition was going. Here's what I learned: A different...
Masterful Mentoring for Breakthrough Results
We have some news, and we want you to be the first to know. Over the past year, we've been working on Transform, Inc., updating our logo and creating a new, more interactive website. Now, we're transforming our coaching services because you've told us we should...
Do you Have the Six Habits of Highly Empathetic People?
Years ago Steven Covey in his book, The Seven Habits of Highly Successful People, got the business community thinking about the skill of empathy when he introduced the fifth Habit: Seek first to Understand, then to be Understood. Then several years later Daniel...
A Win-Win Alternative to Upselling and Upserving in Sales
We were recently reading Daniel Pink’s book, To Sell is Human, and we came upon this excerpt: “One of the most detestable words in the lexicon of sales is “up-selling.” You go to a sporting goods store for basic running shoes and the sales person tries to get you to...
How Much Choice is Too Much?
Did you know that Americans make an average of 70 choices a day? Kent Greenfield, author of The Myth of Choice, and Sheena Lyenger, The Art of Choosing, were interviewed yesterday on Fareed Zakaria GPS and their work reveals that when presented with too many choices,...
Every Employee Needs a Champion
This inspiring 7-minute TED video, Every Kid Needs a Champion, is inspiring on many fronts but for those of us who work day in and day out with employees, there is a powerful message to be gained. Similar to teachers, we show up each day and work one-on-one and in...
Chess or Checkers: What Game are you Playing?
A couple of years ago a client, Todd Jackson of Jackson Design and Remodeling, casually mentioned that business is a game of Chess not Checkers. That casual comment struck me as pretty important, and I’ve been pondering it for the past couple of years. Last week, I...
Inspired Leadership and Self-Management
Inspired Leadership requires SELF MANAGEMENT. This second characteristic of Inspired leadership is defined as the ability to manage one’s internal states, impulses, reactions, responses and resources. Have you ever encountered a leader who was described as...
Inspired Leadership and Vision
What does it take to be an Inspired Leader? In our seminar, 3-Centered Leadership, we share the five characteristics that assure Inspired Leadership. The first of the five characteristics is Vision. What is vision? Vision is having the clarity of direction as to...
Here’s How to Sell to Me: A Note from a Prospective Buyer
If your prospects could talk to you, what would they say about selling to them? Here’s a pretty honest, straight-forward note we found a valuable reminder about what really matters when you are selling. "I'm your prospect. Here's how to get me to buy from you." I only...
Two for One: Learn and Develop a Skill at the Same Time Using this Practice
In a recent blog, The Audio Cure, by Seth Godin, he offered a summer listening list. Yes, I said listening! I have loved listening to audio books but find that not as many people use this vehicle to learn as in the past. With Nooks and Kindles and e-readers now in...
Deeply-Rooted Human Responses Unlock the Key to Greater Influence
This month’s Harvard Business review has a great article on The Uses (And Abuses) of Influence. In the article, Sarah Cliffe interviews social psychologist Robert Cialdini, about his work and his book, Influence. What caught my attention was his take on how to appeal...
Choose Your Frog: A New Perspective on How to Start Your Day!
Now here’s an article that might just change what you do when you arrive at your office each day. Fast Company’s article, What Successful People do the First Hour of their Work Day, is one that has really challenged my way of thinking. For years I’ve told clients to...
Taking Time to Assess Your Sales Result
Mary Anne here with an important reminder for all of you in Sales ….. Now is the time to review mid-year sales results. Pull out your calendar right now, schedule time for your mid-year check-up. Make sure you schedule enough time for a thorough review and...
Success in Not a One-Way Street
Richard St. John, a motivational speaker, asks "why do people reach success and then fail?" in this short, funny and insightful TED video. Our bet is that many or all of you have had a similar lesson or learning as he did after losing the business he worked long and...
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What is the Enneagram?
The Enneagram is the most effective tool we’ve found for catalyzing personal and professional success. Transform has been using this powerful, transformational tool for more than 20 years to redefine organizational cultures and to create highly functional and effective leaders, work teams and employees.
wake up and sell
Are you tired of feeling stuck in your sales career? Wake Up and Sell by Theresa Gale and Mary Anne Wampler, will help you overcome your motivational and behavioral blind spots to get you unstuck and on the road to sales success.
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