50 years ago today, a young couple took their vows, pledging to see things through, for better or worse. As the son of these two quirky human beings, I look back at the decades of their marriage and marvel at all they have been through. In particular, while I was in high school, when Dad walked out the door telling Mom he was “done.” Half a century later, they have always found a way to work through their issues and build a stronger relationship. Just a few weeks ago, they bought each other…Continue
Added by Scott Wintrip on July 22, 2013 at 11:00am — No Comments
On his 95th birthday, it’s only fitting that this humble, yet powerful man be awarded the status of Radical Accountability Hero. His work in dismantling the legacy of apartheid is just one chapter in a legacy that will be spoken of for decades to come.
Happy Birthday, Mr. President! Best wishes for a speedy recovery, a quick release from the hospital,…Continue
Added by Scott Wintrip on July 18, 2013 at 8:30am — No Comments
There is absolutely no logical reason why customers buying staffing and recruiting services need to spend hours of their time reviewing and interviewing candidates. That is, unless you really stink at what you do.
If your firm is competent at understanding client needs, recruiting quality talent, and making appropriate matches a significant number of your deals should be one and done…one…Continue
Added by Scott Wintrip on July 18, 2013 at 8:00am — No Comments
Three missed appointments in three days and employees who promise to the resolve the issue, yet, make matters worse. My recent experience is not unique when you search the web and find hundreds of similar stories of empty commitments and poor service.
This segment features companies, organizations, industries, and even individuals who exemplify the power of Radical…
Added by Scott Wintrip on July 17, 2013 at 8:20am — No Comments
Added by Scott Wintrip on July 17, 2013 at 8:00am — No Comments
We’re often told not to take things personally, yet, there are times when briefly doing so serves us well. Take, for example, when you learn that a current client bought from someone else. Most likely, that means the customer did not tell you or, more often than not, that you did not ask how else you could be of service. In this instance, one of your competitors got a check that should have been…Continue
Added by Scott Wintrip on July 10, 2013 at 8:58am — No Comments
Watch many salespeople and you’ll observe the spewing of factoids, details, and feature-benefit chunks of information all over prospective clients. Even leaders often engage in this projectile-like communication as they tell their subordinates what to do and how to do it.
For decades, great lip-service has been given to the idea that we should listen more than talk and that we were given two ears and one mouth as proof. Yet, many spouting this wisdom continue to inundate those around…Continue
Added by Scott Wintrip on July 8, 2013 at 9:30am — No Comments
Ever notice that some people seem to effortlessly get things done while others struggle? Are those that do this smarter, better at their jobs, or more motivated? In some cases, one or more of these is a factor, however, the most important element is self-command. Those with better self-command achieve more with…Continue
Added by Scott Wintrip on July 8, 2013 at 8:08am — No Comments
That’s the case in this latest awarding of Radical Accountability Zeroes to the UFT, the New York City affiliate of the American Federation of Teachers, and the New York State…Continue
Added by Scott Wintrip on July 3, 2013 at 10:22am — No Comments
I’ve just returned from an extended business trip to the Twin Cities of Minnesota where I enjoyed a healthy dose of Minnesota Nice. If you’re unfamiliar with this, it’s a way of being in the Land of 10,000 Lakes. The cordiality and devotion that Minnesotans extend to one another, and guests like myself and my wife, is so commonplace that someone just had to give it a name.
Added by Scott Wintrip on July 1, 2013 at 9:30am — No Comments
In my practice of yoga, I consistently deepen and expand my ability to hold poses longer and to stretch just a little further. As a result, I’m stronger and more limber than I’ve ever been in life. In Sales Yoga, we stretch our clients, inviting them to think and even act differently. All you have to do is inquire about the “er” and watch how people suddenly go from disinterest to engaged conversations that lead to sales. For example, if a prospect tells you…
…I’m happy, ask, “What…Continue
Added by Scott Wintrip on June 27, 2013 at 10:06am — No Comments
This garment factory in the Dominican Republic is paying more than three times the typical wage at similar facilities in the region. Safety and employee welfare are also a focus at Alta Gracia; workers are often seen smiling and heard singing along to the music blasting from speakers overhead.
This rapidly growing…Continue
Added by Scott Wintrip on June 26, 2013 at 8:30am — No Comments
Looking out at Lake Superior from the North Shore of Minnesota this past weekend, we consistently saw one thing throughout the day — fog. At some points, as we journeyed up the coast, we could see just a dozen or so yards in front of us, necessitating headlights, taking corners with more care, and staying vigilant and completely present to our surroundings. At Split Rock Lighthouse, we saw how this…Continue
Added by Scott Wintrip on June 24, 2013 at 7:30am — No Comments
Desolate and lonely, you find yourself in a vast space where it seems no one, absolutely no one, can be found. Parched and hungry you trudge on, getting wearier by the moment. You just want to give up, thinking, “this is it. This is where it all ends.”
No, this is not a vain attempt at channeling Stephen King or Dean Koontz. Rather, the “desert” described above is the mental space that…Continue
Added by Scott Wintrip on June 17, 2013 at 9:00am — No Comments
Watch how selling is typically done and what you see often defies common sense and logic. For example, in a conversation with a new sales manager on Wednesday, he informed me that he was told by the more tenured sales guys to share a success story when a prospect says they are working with other vendors. When I asked if that would convince him to change his mind if he were the buyer, he snorted and said in an incredulous tone, “Of course not.” “Then why would you do that,” I asked. To which,…Continue
Added by Scott Wintrip on June 13, 2013 at 8:16am — No Comments
1. Check your work e-mail, LinkedIn account, or business Facebook page right before going to bed?
2. Within minutes of waking?
3. Do you panic if you accidentally leave your mobile device that can access the Internet on your desk or at home?
4. Is eating your lunch often combined with texting or surfing the web?
5. Do you find that you must check your email the moment you hear the arrival chime?
6. Are you spending more time on your computer than you spend…
A year ago today I married the beautiful Holly in New York’s Central Park. What a day that was, a mixture of bliss, joy, and anxiety. No, I wasn't anxious about marrying her, nor did it have anything to do with fear that one of our guests would get awkwardly drunk and start removing their clothes (although that would have made for an interesting blog post). It was about rain on our wedding day.
While marital lore says this brings good luck, the approaching storm looked like anything…Continue
Added by Scott Wintrip on June 3, 2013 at 11:10am — No Comments
Cans work well for beans and vegetables but fail miserably in sales. Yet, many sales organizations mandate that salespeople memorize or read specific soundbites designed for specific situations. Would you want to be on the receiving end of one of these impersonal, canned statements? This type of sales practice is just one of many reasons why people dislike hearing a sales pitch.
In Sales Yoga, we practice the art of Integrative Questioning to build rapport, develop…Continue
Added by Scott Wintrip on May 30, 2013 at 8:30am — No Comments
It’s a hot summer day with no perceptible breeze. Lying across the way is a haphazard pile of debris, having been blown into what almost looks like a small pyramid. A spotlight of sun, the size of a small flashlight beam, suddenly appears on the pile, having been channeled by a pane of window glass. Suddenly, a burst of flame erupts as the wood, grasses, and other assorted…Continue
Added by Scott Wintrip on May 23, 2013 at 8:56am — No Comments