Discovering: Identify Needs, Wants, and Pain Areas

Guest post by John Naples, Encore Consulting Group WHEN I FIRST STARTED in sales, I was as green as they come. I entered the field directly after graduating from college and went to work for Lanier Worldwide in the highly competitive telecommunications industry. I was trained to hit the streets in San Diego’s Mission Valley and […]

Matching Styles: How Adopting a New Boss’s Behavioral Style Can Help Employees Succeed

As a rule, it is worrisome when a new boss comes on the scene, especially if you were comfortable working under the former one. You could have been doing a good job, but then you get a boss that is very different from you or from your previous manager. All of a sudden what you […]

How Changing the “Frame” Can Help Reshape Experiences with Colleagues

Imagine the following scenario: You are assigned to a new team for a project and while most of your new teammates are easy-going and friendly people, one person seems somewhat disagreeable. When you are late to work by a couple of minutes, your colleagues don’t seem to notice or joke lightly about your tardiness, whereas […]

Too Stuck in Your Ways? The Upside and Downside to Being Compliant

The “High Cs” They are always on time, never miss a meeting or a deadline, and invariably know what is the right thing to do in every situation; these efficient people-engines bring a sense of stability, certainty and orderliness into every workplace that is lucky enough to have them. Because at The Collaborative we rely […]

It’s Not WHAT You Say Sometimes….

And sometimes it is. When we communicate with others, the words we use are only a small part of the exchange. As we talk, others who are listening are focused on our body language, our tone and the pace of our speech. We may spend a great deal of time getting the message “right” only […]