Author Archives: pgcoaching

Make Success Almost Inevitable

Know why you do what you do.
There’s nothing more powerful than engaging yourself and the people around you in something that matters. Making money is a result of doing lots of things in tandem, and largely rests on the “why & how” of this business. The “why” pulls talent and clients toward you, keeps you motivated and sets the stage for high-performance. The “how” is a combination of your strategy and your business processes.

Make your brand/marketing message concise.
People can’t say “yes” to what you offer if they are confused or uncertain. Don’t worry about being too narrow in creating your niche. When we try to be everything to everybody, we paradoxically end up being nothing special to anybody.

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Management Excellence

There are many aspects to excellent management, and we’ll touch on just a few here, because leadership without good management limits what’s possible. Together, leadership and management can get the toughest projects, missions and strategies done.

Delegate don’t abdicate, and then follow up, follow up, follow up. With everything that you do, ask yourself if there’s someone else who could, or should, be doing this instead.

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Critical Success Factors

Depending on what you are selling, your sales cycle has a particular rhythm and timing. Some industries have a long sales cycle involving months of negotiating and others are quick cycles, landing you in Sale Completed territory within a few hours or days.

Beginning with prospecting, you’ll warm up your market by marketing before you engage with your prospects. Once you’ve identified a new prospect and begin an exploratory conversation, be sure you make an excellent first impression, whether by phone or in person. Once you connect, you have about 7-10 seconds to get your prospects attention, so drive for clear impact in those first critical moments.

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How’s your Brand?

30,000 marketing messages a day is the current estimate for how many messages we slog through every single day. And out of all those, how many do you remember seeing yesterday? Not many. You’ve got to make sure your message is the one that people remember. Buyers are more sophisticated than ever and love finding and using unique, excellent products and services.

Become the “ultimate driving machine” in your industry or market niche by making sure people remember you for all the right reasons. What used to be your flyer is now your website, so create your online presence and make your offer crystal clear.

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Can They Find You?

They can’t buy from you if they don’t know you’re there!

Marketing sets the stage for you to be able to sell. We find it’s reassuring to remember that as long as “The Ultimate Driving Machine” and “Things go Better with Coke” still market, we better keep going as well.

Your online presence has not only taken the place of the old-school brochure or flyer, but as our offices become more and more virtual and independent, who we are online has become a critical representation of who we are and what we offer.

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Sales Mindset

When we step out into the cold, flat world of selling, we have to keep up our optimism and enthusiasm. We’ve all listened to sales people pitch us something that we know they absolutely do not care about. Is there any less effective approach?

The most effective presentations are made by people who love what they are doing and what they’re offering. No matter what your mood is in the morning, you’ll pretty much have a day that matches the very same mood you entertain and keep around. It’s a sales koan: does the happiest sales person make more sales because they’re happy or are they happiest because they make the most sales.

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Standing at a Crossroad

Some of the most challenging negotiations are the ones we have with ourselves.

At the crossroads we’re asking ourselves tough questions about choices, options and best bets. Do I stay or do I go, do I risk speaking up or do I risk even more by being silent? Is this all there is to my career? Is this really worth it?

Whether it’s time to change the game plan or it’s time to refocus and stop dreaming about options, embedded in change are enormous challenges and opportunities. We like to focus on the upside of challenges, regularly asking ourselves if it were impossible to fail, what brave thing would we do?

Fight, Flight or Freeze

The toughest conversations we’ll ever have are the ones that matter the most. Paradoxically, it’s when the stakes are highest that it’s the toughest for us to stay clear minded and calmly engaged – so when we really need to be our best, it’s when it’s hardest to be our best! Argh!

When you’re ready to fight for something that you want (or don’t want), there are things you can do to prepare your mindset and your presentation that give you the best odds of winning the negotiation. And, nobody wins every negotiation and nobody has tough conversations that always go swimmingly.

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Organizational Savvy

Savvy in an organization means that you are not limiting your own potential growth and advancement by not understanding your work environment. It means you know your way around both the formal and informal networks in your company, division or team, and you know which one is the right one to go to in which circumstance.

It’s often the informal networks that we depend on when we have to get things done in a matrixed environment. The formal network is what you see on your org chart. What you usually won’t see in that org chart are the interdependence of people across departments & across silos. Being able to influence and engage this informal, powerful network is a vital organizational competence and we encourage you to take the time and make the effort to become fluent in your company’s language of collaboration, & cooperation and competition.

The Ladder to There

If you’re good at what you do, chances are you’ll get promoted. And, with every promotion you’ll find yourself in a new environment where you have to quickly learn new competencies. What got you here won’t get you there! At each new level, we have to throw away the old ladder and begin to build a new one that goes up.

Act as if! If you want the new job, start acting as if you were doing it long before you’re given the new title or the actual promotion. This doesn’t mean elbow your boss or team leader out of the way. Instead, be their biggest champion. Imagine yourself in the new role long before the promotion is at hand. If you are on a team and want to be the team leader, what would you do if you were the leader? This subtle shift in our point of view will have us speak up differently in meetings, have us alter the conversations we have with our teammates, and begin focus on bigger issues and challenges.

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