Don Brown

No doubt you’ve read the  New York Times bestseller, Wall Street Journal #1 business book,now come and experience it – with Don Brown, his co-author on What Got You Here Won’t Get You There – In Sales! and his collaborator in Marshall Goldsmith Licensing:

•  Understand the powerful (and sometimes peculiar) interpersonal dynamics of successful people.
•  Discover the ‘no normal’ work rules generated by today’s organizational environment and economic realities.
•  Accept the importance of empathy as the organic connection between us all.
•  Consider a new paradigm of personal change – “stopping” ineffective habits and the damage they inflict.
•  Learn the ineffective interpersonal habits that can chill your leadership career.
•  Master the art and practice of recruiting stakeholders, FeedForward and Peer-Coaching as the follow up that that helps you get better.

Targeted at engaging the heart of your team; Your critical mass lies in the middle! The focus always seems to stay at the ends of the distribution curve. This presentation equips leaders in every setting to create valuable capacity in tough times. By far, the critical mass of organizational America lies in-between; ready, committed and waiting.

Based on today’s global research – with over 6,000 responses from around the world – this program is designed to prepare leaders to:

•  Identify the top of their curve (who makes up the heart of their team?)
•  Understand what their “silent majority” wants – real time!
•  Master the techniques to develop the capacity of their solid citizens.

‘Lead Time’ can be defined as “the lag between initiation and execution”. What are you doing with your organization’s lead-time…with the lag between vision and results where you lead?

Let the ‘Vision to Results’ model provide you with a unique and unified understanding of the anatomy of an organization – and your role in the process of change:

•  Understanding what needs to be done and how to make it happen from a well aligned strategic plan.
•  Understanding what needs to be done – and why – from the tactical view of the practitioner-manager.
•  Connecting strategic and tactical – and the ‘simultaneous translation’ that needs to happen, from the top-down and bottom-up.

For those that need to take responsibility for the implementation of strategy, and not just the planning, ‘Lead Time’ is for you. Learn how to classify your organization’s strategic imperatives, understand your unique culture, and then synchronize strategy and culture, people and task.

Understand the powerful (and sometimes peculiar) interpersonal dynamics of successful sales people.

Discover the ‘no normal’ work rules generated by today’s business environment and current economic reality.

Accept the importance of empathy as the connection between all of us.

Consider a new paradigm of personal change and growth; stopping ineffective habits and the damage they inflict.

Review the ineffective habits that can chill or kill your sales career

Understand the impact of information and emotion on your bad habits

Gather data about yourself in preparing to select which bad habit to give up for your customers
Choose what to stop doing when interacting with customers.

•  Dig more deeply into the “success delusion”…to understand why change is different for successful people.
•  Learn and internalize the concept of self-selection and the enablers to change for successful people.
•  Undertake the development of a team of helpers in the process of interpersonal change…to rate, to suggest, to participate.
•  Master the art and practice of FeedForward as a tool for generating ideas for change.

Building upon the world’s most powerful influence model, Situational Service is designed to provide your customer contact personnel with a practical way to create satisfaction and build the rapport necessary for strong and enduring customer relationships. The Situational Service model is both tactical and strategic, and will:

Increase your understanding of the customer/company interface – so that you can increase the satisfaction and commitment of your customers.

Develop your ability to assess a customer’s readiness and select the service style that best matches the situation.

Help you manage your satisfaction indices with a real-time, short hand language with which to understand and predict service interactions.

Guide your continued development – personal and professional – giving you success in the short-term (satisfaction) and the long-term (loyalty).

Bump your service metrics by five percent – that is the goal of every Situational Service program delivered.