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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...
What does your Brand stand for?
This just in from Seth Godin... "If you tell me about service and quality and customer focus, you haven't answered my question, because a hundred other brands stand for that. If you are what others are, then there's nothing here to own or protect or build upon....
THE EMAIL EPIDEMIC AND WHAT TO DO ABOUT IT
It's not just the volume of emails we get that we hear managers and employees complain about but it is the inappropriate, offensive, or emotionally-charged emails that cause reactivity, distrust and decreased productivity every day in the work place. How many times...
Sales Strategy is Key
So, it’s the week before a big sales “presentation”. You call me, and I ask you if you are ready. You think so, but you’re not quite sure you have it all together. I ask how your first meeting went. You say “good.” I ask “what do you mean by “good”?” I then ask...
Accelerate Learning and Change with Coaching
“Learning cannot be separated from performance because learning leaders have to make sure they are solving the right problems.” Martin Lowery, Sr. V.P. Sony Pictures Entertainment This quote is so true. For over 18 years, we have been working with CEOs, Business...
The Power of Seeing What IS Working
Yesterday I, Theresa, felt inadequate, inexperienced and unsure of myself. Ever have a day like that? My daughter, Kathy, and I signed up for golf lessons and yesterday we had our first lesson. It's been 5 years since I've played and so, while I remembered the basics,...
in·no·vate
.... to introduce something new; make changes in anything established Fast Company has named its 2013 50 Most Innovative Companies. The Top 20 companies (see the list below) include the names of some you know and some you may have never heard of before. In reading...
Pull Up a Chair
"Jeff Bezos, the founder of Amazon.com has accomplished a great deal in his forty-eight years. He's reshaped the retail business. He's become one of the thirty wealthiest people on the planet. And with far less fanfare, he's devised one of the best attunement...
What Do You Carry With You Every Day?
Take a minute before you start your week to think about what you carry with you every day. This visual came with the article, 5 Tools you Shouldn't Start your Work Day Without, and I have to say it made me stop and think what I must have with me each day as I venture...
Finding and Speaking YOUR Truth in the Workplace
It’s a magical and powerful thing to share your truth. In the following poem, poet, David Whyte, speaks to us about our voice in business. Please read it and consider how you use your voice in the workplace. Every day we encourage both leaders and employees to say...
The Enneagram in Business in the News!
It was 17 years ago that someone told us we could never bring the Enneagram into business and 17 years later not only do we have scores of clients and professionals who can attest that it does work in business but CNN's recent article has made public what we have...
Avoid Regret by De-Escalating Conflict
Marketers want commitment. They want the big finish, the closed sale, the new customer. Buy Now! The goal then is to create tension, to escalate need, to amplify conflict until action is taken. Escalation causes us to commit to our original need, by reinforcing it. It...
Competition: Do You Know When to Hold and When to Fold?
Today I read an intriguing headline on the cover of a past Harvard Business Review, "Do You Play to Win, or To Not Lose." When I read the article, it wasn't what I was expecting, but it's a great title and sparked with something I've been thinking about - competition....
Emotional Bonding: A Necessary Ingredient in Leadership
"Leaders bring out the best in others, but successful visionaries go even farther: they form lasting emotional bonds. They are the kinds of leaders we hold in our hearts. Deep motivation then develops. When people are emotionally bonded to you, they want to have...
The Secret Ingredient to Getting the Most out of One-On-One Coaching
Coaching business leaders isn't always a straight and narrow journey. We know that a successful coaching relationship is defined by the tangible results or changes that have occurred. It is important to set specific outcomes for working together at the start of the...
Culture and the “Value Gap”
A company’s culture is often defined as the “way we do things around here.” A more formal definition is that a company’s culture is “a blend of the values, beliefs, norms, taboos, symbols, rituals and myths that develop over time” and describes and governs the ways a...
The Ikea Effect
This just in from NPR… Building your own stuff boosts your feelings of pride and competence, and also signals to others that you are competent. Have you ever spent a couple of hours working on a craft project — or a presentation for work — and then fallen in love with...
Turning a “No” into a “Yes”
I had about five things I needed to complete this week and I found myself diverting my attention to everything but the things I needed to get done. I noticed that, at first, my inner critic was saying "you teach this stuff, you shouldn't have trouble getting...
A New Twist in Decision Making: Options and Regrets
For the past many months I've been pondering how people make decisions. For years in our sales training I've taught, based on my belief, that coming to a decision is a very individual process. To be effective as salespeople we need to discover how each individual, or...
Becoming Ourselves
"When I reflect on the life and witness of Martin Luther King, Jr., one thing that strikes me is obvious: he didn't start out to be who he ended up being. He didn't set out to be a visionary leader, intent on making an impact on the country and culture of his day. He...
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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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