Leader to Leader

with Terry Siebert


Increase profitability, not costs

Today's business world demands that we answer tough questions about our businesses, implement the most practical answers through an engaged team, monitor and reward progress, and keep building a team to get us where we need to go. If there is one area that we could all focus on that would almost guarantee repeat sales and more profits, it's adding more value for our high-value customers.

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The Professional Salesperson: It's Not ABC

For those of you who have seen the classic sales movie, Glengarry Glen Ross, one scene that you probably remember is when Alec Baldwin comes to the sales office from "downtown" to motivate the troops. The summary of his motivational talk is the incentive program.

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What We Have Here is a Failure to Communicate

Peter Drucker once said that the three most bothersome management problems were motivation, time management and communication. It is probably no surprise that seminars with these topics continue to fill rooms of those eager to learn.

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Selling in a Tough Economy

The New Business Reality: The need to do more, better, faster, with less resources As many of you can probably appreciate, this reality is no longer new, yet is as strong as ever as we attempt to grow our businesses. In the past, we placed a lot of emphasis on working smarter, not harder. Today, you better be darn well be working both smarter and harder. The successful salespeople that I work with and talk with today are working harder than they ever have. The others somehow find a way to use the economy or some other excuse as a credible reason for lack of business.

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Employee Engagement

This article comes from a weekly message that my counterpart in Toronto has been doing this for a number of years. Kevin Crone is one of the more insightful thought leaders in our business. When I read this article on employee engagement, I believe that it really hit a solid target for what is needed in our changing business world and changing organizations. Enjoy Kevin's insights.

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About This Blog

Known for his Dale Carnegie training expertise, Terry Siebert is writing to inspire leaders to reach their greatest potential. Leadership, today more than ever, may mean the difference between closing the doors or opening new markets. Every month, he'll post help with mindset, business tools and more.

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