SwP: Storytelling

The first story ever told might have happened in the gloomy recess of a cave. When and wherever they began, stories are an integral part of how we communicate with each other. We use stories to educate, entertain or convey our values. And importantly in the context of...

Meeting Facilitation from the Head and Heart

Buyer meeting management requires great presence and solid meeting facilitation skills. Remember, the goal is to create a climate in which people are comfortable being in and expressing themselves. When you create such a dynamic with a buyer you have a true sense of...

Coach to Their Strengths

As a sales leader if you have committed to spending more time coaching your people, use the following approach to help them perform at their best. According to a Forbes article,  one of the top four reasons sales people quit is they don’t have a coach or a...

SwP: Using Technical Terms

Recently, I wrote a blog and mentioned neurobiologist Stephen Porges’ work. In the original draft of the blog I included a transcribed quote from a Porges talk. The quote had words including “strirated” and “myelinated”. I felt pretty good that I had tracked down the...
SwP: Wearing Our Hearts On Our Sleeves

SwP: Wearing Our Hearts On Our Sleeves

“Wear one’s heart on one’s sleeve” is an idiom that is, well, factually incorrect. Stephen Porges, a neuroscientific biologist points out that we actually wear our hearts (our feelings) on our faces and through our voices. This is true because the nerves that control...

WIIFY: Tell Them Why They Should Listen To YOU!

It’s a little disconcerting, but true: A prospective buyer doesn’t care about you until he or she understands how you can be of help addressing his or her needs, challenges, opportunities or problems.I learned this lesson (again) recently when meeting a new prospect....

SwP: Give Yourself Permission

Some people are seemingly born with great presence; the rest of us have to work at it. Our tendency is to write ourselves off in comparison to these people, believing that such charismatic and comfortably outgoing people are born that way. Lucky them to have such...