The SEG Blog


5 Questions Every Employee Needs Their Leader to Answer
Wednesday, September 27, 2017

5 Questions Every Employee Needs Their Leader to Answer

Check out episode 5 of the Strategic Insights podcast, 5 Questions Every Employee Needs Their Leader to Answer with Susan Hall and Bob Parks.

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My 3 Favorite Discovery Questions
Friday, September 15, 2017

My 3 Favorite Discovery Questions

As any experienced salesperson or consultant will tell you, Discovery is both an art and a science. Without a plan, it’s easy to miss critical information as well as nuances that can help you shape your value proposition to the client. On the other hand, script your discovery plan too heavily and you’ll come across as a telemarketer taking a survey, and your customer will feel badgered and annoyed. The goal, of course, is to facilitate a professional dialogue with your customer, in which your questions open up and engage a level of shared information and insight that brings value in and of itself.

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The Firehouse!  Approaching Complex Sales with Comprehensive Attention
Friday, September 08, 2017

The Firehouse!  Approaching Complex Sales with Comprehensive Attention

Yesterday the engine light of my car lit up and the transmission sputtered.  I was mobile but with issues, and unaware of the cause and cost. I left it with my favorite technicians who – along with my warranty - are on the case with multiple people and machines assessing the situation. In the past, addressing such an issue didn’t used to be so smooth. I would use a trusted lone mechanic who often needed a hit-and-miss approach to finding the solution. Today, my car has diagnostic warnings and a team of technicians waiting to address its issues. Great attention!

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Discovery Agreements that WOW
Saturday, August 26, 2017

Discovery Agreements that WOW

Check out episode 4 of the Strategic Insights podcast, Discovery Agreements that WOW with Susan Hall and Tim Deuitch.

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Is it the Manager’s Fault?
Friday, August 25, 2017

Is it the Manager’s Fault?

The importance of understanding your organization.
Recently I had an interesting call with a Vice President of Sales for a distributorship company. He contacted me because he was looking for training for a sales manager that was struggling with building trust and getting his salespeople to follow him. Could I recommend a class for him?

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Why are We so Caught Up on the Millennial Discussion?
Monday, August 14, 2017

Why are We so Caught Up on the Millennial Discussion?

The last few months have been interesting. It seems that everywhere I go there is a discussion about Millennials. From who is a Millennial to how to best deal with them? I have also been receiving calls asking whether we offer training on how to “deal” with Millennials. This is definitely a generation that is disrupting the system.

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Practicing New Skills for Greater ROI
Friday, July 21, 2017

Practicing New Skills for Greater ROI

When we play on sports teams or on the stage we constantly practice for many hours a week, so why do we expect a few hours in a training session to magically make us better?

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3 Strategies To Expand Sales Through Your Technical Talent
Wednesday, June 28, 2017

3 Strategies To Expand Sales Through Your Technical Talent

Check out the 2nd episode of the Strategic Insights podcast, 3 Strategies To Expand Sales Through Your Technical Talent with Susan Hall and Tim Deuitch.

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When your team is struggling, do you become a better manager?
Friday, June 09, 2017

When your team is struggling, do you become a better manager?

My favorite NFL coach nearly always uses the following statement after a team loss. “We have to coach better.” It’s pragmatic and accurate. He can replace players but he has no guarantee that new ones will perform better unless his coaches perform better. At its core, the manager’s job is to help the team succeed. If the team succeeds, so does the manager. Simple, but easier said than done. I often encourage managers to use a tool that works wonders to illuminate the barriers to a team’s success. It’s a great tool but few managers are fully able (in capacity) or capable (skill-wise) of addressing all the typical barriers on their own.

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Helping Sales Managers Reinforce Sales Skills
Tuesday, May 30, 2017

Helping Sales Managers Reinforce Sales Skills

Announcing the first episode of the Strategic Insights podcast, Helping Sales Managers Reinforce Sales Skills with Tim Deuitch and Susan Hall.

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Need to Grow? Don’t just train. Install and commit!
Friday, May 19, 2017

Need to Grow? Don’t just train. Install and commit!

‘Installation’ is not just for software! The most productive and successful sports and business teams install playbooks, strategies, and skills that vary with the environment, competition, and initiative. Companies install – and pay greatly for – technical platforms that require daily use in order to maximize their value. The same is true for sales and leadership training. But most of the time, we view training as a chance to learn a couple ‘nuggets’, despite the fact that (research proves) we literally forget 85% of the content within 90 days. Why do we do this to ourselves?

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Ensuring Quality Through Training While Rapidly Growing - Part 2
Friday, October 07, 2016

Ensuring Quality Through Training While Rapidly Growing - Part 2

Starting at the Top
The first phase of the plan was introducing Social Styles and selected modules from Supervisory Leadership Series (SLS) to a core group of 20 supervisors. Ironically, the company’s entrepreneurial spirit was one of the biggest stumbling blocks to creating a consistent leadership approach.

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With SEG, there’s no question that the client’s interests come first…We’re active participants in the process. It’s an on-going dialogue..SEG doesn’t come in, ask a few questions then recommend a ‘package.’ They ask tough questions, questions we can’t always answer right away. They listen to our answers, research and ask more questions – then they make a recommendation.


Manager of Learning and Development

Enovation Graphic Systems

5 Questions Every Employee Needs Their Leader to Answer

Bob Parks joins Susan Hall for Episode 5 of the Strategic Insights Podcast.

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