I spend much of my time in meetings with clients and their customers. Since the pandemic, it seems I have more meetings on my calendar, starting early in the morning running into the afternoon. I know we are supposed to complain about how much time we waste in meetings, frankly that’s not my experience. One, […]
Meetings
This is How To Make Meetings Work Post-Covid
Covid-19 has resulted in a number of changes in the way that people work. Because of the health risks associated with in-person meetings and working in the office, work has shifted online and where people still interact in-person, they are required to socially distance themselves. Since March, with the onset of the pandemic, millions of […]
The Art of Better Conference Calls With Clients
Have you ever participated in a conference call with a client that you felt was unproductive or frustrating? It’s safe to say if you’re in business, you’ve probably had at least one of these, and you know exactly what it feels like to end that call feeling like you’ve accomplished nothing. Conference calls are a […]
What About the Forecast?
Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some observations: We strive for forecast accuracy, but we will never be perfectly accurate. Even the dictionary calls it a prediction or an estimate. Yet we waste a lot of time […]
4 Tips for Creating 2-Way Dialogue with All-Hands Meetings
From eye-rolls visible in an open-plan office to sizeable groans behind closed doors, the announcement of an all-hands meeting doesn’t always receive the response you want. In reality, they might be the opposite of what you expect. In your mind, your prepared speech may be award-winning (if such an awards show existed—and you believe it […]
The 4 Leadership Skills You Need During Conflict-Resolution Meetings
You’re bound to witness or experience conflict in your small business. Knowing how to handle and defuse employee conflict can promote a healthy, productive workplace. But sometimes, people prefer to avoid conflict rather than address it. As the head of your business, you can’t run away from conflict. Instead, you need to hone your leadership […]
What Did the Customer Learn as a Result of Our Meeting?
Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer. At the same time, it’s self-centered—we sales people tend to be very self-centered […]
How to Address the Root Causes of Unproductive Meetings
The “no-meeting day” has recently become a phenomenon of sorts. The idea is to give employees an entire work day that their company, department or team has designated 100 percent meeting-free. Companies in the technology, healthcare and business sectors have been eager to implement this practice to create space for employees to engage in focused […]
What to Do to Get More Done Every Day
Company culture isn’t all about group outings and team building. You can build a culture that promotes productivity and efficiency, engaging employees and boosting your bottom line at the same time. This is especially valuable for startups and small businesses, where every penny counts. The key is implementing the right initiatives and ideas that promote productivity […]
Design Your Sales Calls for Success
Some years ago, we did research on the effectiveness of sales calls and meetings. We focused primarily on meeting on qualified opportunities, not prospecting calls. The results were shocking, though not surprising. We found sales people tended to make 30-50% more calls than necessary to close. I suspect that number is far larger today. In […]
