Category Archives: Professional Development

Bob strategies for professional development, leadership. communication, change, sales, marketing.

August 11, 2015

Goals – Doing Whatever It Takes VS Doing What Is Right »

Tired of Lying, Cheating Celebrities, Business People, Athletes, Politicians #Goals – is it really about doing what ever it takes? So many people – from business to government to sports to academics lie, cheat and steal their way to what is perceived to be success. But, we all know it and, while some may rationalize it based on their perceptions and desire for their business, person, team or cause to win, these cheaters will pay for that deceit. I know we all make mistakes and have done bad things. I know I have, but I have tried to learn from…
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March 24, 2015

Did You Read My Email? Tips To Increase Your Email Read and Response Rate »

Do you ever wonder if an email recipient actually reads your whole email? We’re not talking a sales email, just a business correspondence that requires an action or some type of response. It appears that the attention span of many of those in corporate rivals that of a child opening gifts on their birthday – open a gift, look at it, open another, repeat, go do something else. This is not only frustrating for the sender, but it also strikes at the heart of two important topics in corporate – communication and teamwork. If the email is about a customer…
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March 3, 2015

5 Minutes with a Leader – Lance Seach – Expert Negotiator, Deal Maker, SVP at TruCode »

What do you get when you combine an amazing personality with a mind that’s creative and focused on building relationships and negotiating deals – where all parties walk away winners? The answer is Lance Seach. Lance is Senior Vice President at TruCode, a Georgia-based company that is a leading innovator in the medical coding software market. Lance’s job is to penetrate targeted partnerships, build relationships, and develop “WIN/WIN” strategies that drive revenue growth, increase market share, and enhance profit margins. In short, this guy makes it happen. Lance is an recognized as one of the leading experts on negotiation primarily…
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February 24, 2015

3 Tips To Help Sales Reps Increase Trade Show ROI »

Selling at a trade show requires more than just showing up. Sales reps need to be proactive, which increases ROI and justifies the marketing expense. But what usually happens? The trade show and marketing personnel have put together a great exhibit. The booth looks fantastic and delivers the company message. You have the pre-show meeting where you tell all the reps what is expected and then when the doors open… the reps stand around and talk to one another, play with their phones or laptops, and wait for someone to amble into the booth. (Sound familiar?) Worse, they only want…
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January 16, 2015

What a Donkey Can Teach You About Communication and Teamwork »

Aesop tells a story of a man who owned a donkey. He would offer a ride on his donkey to those who were looking to cross the hot desert. One day, a customer purchased this service and the customer, the man, and the donkey took off across the desert. After a few hours, the customer who was riding on the donkey decided he wanted to take a break. So, the customer dismounted and, seeing that the donkey cast a nice shadow, sat down in the shade of the beast. The owner of the donkey was not pleased at this, as…
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November 20, 2014

Leadership Tips: 5 Minutes with a Leader – Jonathan Colehower, Senior VP & CMO at Manhattan Associates »

It’s been said that managers do things right; leaders do the right things. Finding those traits in one person is unique and inspiring. Such a person is Jonathan Colehower. Jonathan is the Senior VP and Chief Marketing Officer for Manhattan Associates, one of the largest supply chain corporations in the world. In addition to fulfilling his business responsibilities, what makes Jonathan a great leader is his reach beyond those tasks. For example, his commitment as a board member to the Atlanta-area Leukemia and Lymphoma Society and his duties as the Chairman of the Board of Desire Ministries – a faith-…
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October 23, 2014

5 Minutes with a Leader: Mark Kuta – Oracle Executive, Author of “Think Like a CEO” »

I was working for a client at a trade show in San Diego, when I met a light-haired, affable young man with an outgoing personality. This man was Mark Kuta, Jr. who, over the course of his career, has sold over 100 million dollars of enterprise software, with a significant amount of these sales being OVER list price! (That’s virtually unheard of in the software industry.) Currently the Value Chain Planning Manager at Oracle, Mark is also the author of the award winning (and career enhancing) book, “Think Like a CEO.” In his book, Mark covers the language of business,…
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September 30, 2014

Boring Job – Are You Making More Than Parachutes? »

  During WW2, parachutes were being made by machine and by hand. The job was tedious – it was the same thing every day. From the worker’s point of view, it was a pretty dull and boring job. One day, noticing the apathy of his employees, the boss walked into the parachute plant and pulled his workers aside for a meeting. He said, “I know that putting these parachutes together is not the most exciting type of work and it can get real boring sometimes, but let me tell you – what you are doing is vitally important not only…
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September 18, 2014

5 Minutes with a Leader – Marc Winchester: V.P. Enterprise Segment for Phreesia »

If you were asked to picture in your mind a person who is a major fan of The Rolling Stones, but enjoys biking, walking and hand-crafting vintage postcards, different images of people may come to mind. However, for me, that image is one of Marc Winchester. While that is one side of the affable and easy-going side of Winchester, the other is that of a veteran of healthcare IT with a track record spanning over three decades. Currently the Vice President of the Athena Enterprise Segment for Phreesia, Winchester is in charge of growing Phreesia’s footprint in large ambulatory clinics…
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August 21, 2014

5 Minutes with a Leader – Robert Wright: Chief Editor, “Life Science Leader” Magazine »

You just never know who you will sit next to on a plane. After a hectic boarding of a flight, a pleasant fellow sat down in the seat next to me. We started to chat and laugh and continued to do so the entire flight. In fact, we haven’t stopped chatting and laughing since – although now it’s via emails and phone calls. While his sense of humor is sharp, so is his ability to be part of a team of experts in the editing and writing of one of the foremost magazines in the pharmaceutical and biotechnology industries. With…
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July 21, 2014

How To Become a Better Leader – Oil Yourself »

Maybe this happened to you before…if you don’t add oil to your car or your lawn mower, you are soon going to have problems. Why? Because oil is the magic ingredient that reduces friction. In the workplace, there can be tons of friction. As the leader, part of your job is to reduce that friction and keep all the units working together smoothly. One way to day that is through developing a higher level of trust between yourself and those who report to you. Low levels of trust stifle innovation. If you aren’t trusted, your team will not act as…
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July 15, 2014

Sales Objections: Dealing With “I Need to Think It Over” »

You’ve delivered your presentation, answered all sales objections, asked for the sale and then you hear, “I need to think it over.” For sales reps, this can be very frustrating. While it’s true that sometimes a customer may really need to think it over or get input from others before committing, oftentimes, it is just a delay tactic. Excluding the former, let’s look at some of the possible reasons for the latter and some sales tips as to what you can do to deal with this objection. Possible Reason # 1) Customer Had No Real Intention to Buy Thought: Perhaps,…
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June 24, 2014

Three Ways to Stop Angering Your Sales Reps »

When a company angers its sales reps, it’s akin to shooting oneself in the foot. It’s stupid, painful and it definitely hinders any forward progress. Yet, over the course of nearly 3 decades of working with sales reps in a number of industries, I see it happening all the time. While customers can make reps angry, what can also make them angry is the poor treatment they receive from their own company. Since reps are a key component to increasing the bottom line, here are three ways to make sure you aren’t angering them: 1) Pay on Time: Everyone at…
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June 17, 2014

Dealing With Change – Facing the Cave of Emptiness »

As the story goes, many years ago a young man stood at the entrance of a cave. It was a dark and gloomy cave, yet you could see all the way to the end of it. Oddly enough, it was empty. However, it had been said that for thousands of years, any one who dared enter that cave and face the emptiness therein always found the treasure they were seeking. The only requirement for entrance was to give up your old way of thinking – your old ways of doing things. Some people had done that and, it was reported,…
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