What Your Customer Wants You to Know
In his book, What the Customer Wants You to Know, Professor Ram Charan shares the story of Unifi Inc., a textile maker in Greensboro, North Carolina. This is a company […]
Subtle Influence, a teacher’s story.
Growing up in India, I went to a Zoroastrian School. It was a good school and as with most schools, it had all kinds of teachers. Some were nice and […]
TIME AND MONEY!
There are in the world only two currencies-time and money. Discussions and forums, worldwide, about money happen in abundance but there are very few discussions about “Time Literacy” and the […]
When and How to use Why, or, How to Replace it with a What
Exactly a year ago, I wrote “STOP AT WHY: HOW GREAT COACHES INSPIRE SELF TRANSFORMATION,” and I left the question “When and How to use Why or How to replace […]
Beyond the Gift of Gab
I must confess that I didn’t just wake up one morning and discover that I had the ability to sell, influence people’s minds positively and thus create real value during […]
Stop at Why: How Great Coaches Inspire Self Transformation
I have participated in hundreds of conversations on why not ask the “why” question in coaching and the itch to answer calls for this write-up. Though I have covered what […]
Storytelling Legacies of Leaders
In the mid-1930s India, a spritely old man wrapped up in loincloth spoke of freedom, compassion, and peace. Mahatma Gandhi carried a big stick, marched across the nation to pick up […]
The Future, Here and Now
In the summer of ’97, while I was enrolled in an advanced strategy and business economics program (SBEP) at the wonderful University of Asia Pacific, we were busy forecasting the […]
the HeART of the CLOSE: What Sales Coaching is Not
Let me start by talking about what coaching isn’t. Coaching is not telling. It is not teaching, not training, and not even mentoring. When you tell something to someone, you […]
Sales Coaching & Trust, Inc,
A sales coach or any other kind of a coach for that matter, to be effective with his client/coachee must first have his client/coachee’s trust. This is achieved by aligning […]