The SEG Blog

Working with Drivers: Earning Trust and Offering Options for Success
Thursday, September 20, 2018

Working with Drivers: Earning Trust and Offering Options for Success

Is your client or prospect looking for evidence and proof of ROI? Do they want to get right down to business and leave small talk until the end of a meeting? You are probably working with a Driver. Tim Deuitch and Susan Hall discuss strategies to be more versatile and successful when working with clients and prospects who display the Driver social style.

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Leading Drivers: Balancing Performance and Results
Friday, August 31, 2018

Leading Drivers: Balancing Performance and Results

Do you lead or work with a coworker who is direct, fast-paced, and decisive? Do they tend to use fewer facial gestures and body language when they communicate, but they tend to influence by telling, making declarative statements? You are probably working with a Driver. In Episode 12 of Strategic Insights, Susan Hall and Tim Deuitch share strategies for identifying, working and leading Drivers for improved performance through increasing your Versatility.

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Planning and Preparation Strategies to be a Better Sales Coach
Friday, August 17, 2018

Planning and Preparation Strategies to be a Better Sales Coach

One of the most important roles we play as a manager is being a coach, and I thought it would be a good idea to talk about how we prepare, and the importance of preparation and planning in our ability to coach our folks. So Susan, do you have any thoughts on the most important parts of preparation?

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Strategies for Engaging and Managing Millennials
Friday, August 03, 2018

Strategies for Engaging and Managing Millennials

A couple months ago I had an interesting conversation with a couple of millennials, which led me to do a little bit more research and investigating around what their expectations were around the workplace.

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Leading Expressives: Strategies to Increase Employee Performance
Thursday, July 26, 2018

Leading Expressives: Strategies to Increase Employee Performance

Do you lead or work with an individual who loves to share ideas? Do they get frustrated with micromanagement? You are probably working with an Expressive. Susan Hall and Tim Deuitch discuss strategies to be more versatile and successful when managing or working with coworkers who display the Expressive social style.

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The Difference Between Learning New Skills and Using New Skills
Friday, July 20, 2018

The Difference Between Learning New Skills and Using New Skills

I want to offer some perspective that we have on the difference between delivering a really good training event and actually bringing new sales skills into your organization and I'll start with two data points.

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Working with Expressives - Using Versatility with Talkative, Big Picture Clients
Friday, July 13, 2018

Working with Expressives - Using Versatility with Talkative, Big Picture Clients

Does your client or prospect love to talk? Do they have a hard time getting down to business? You are probably working with an Expressive. Tim Deuitch and Susan Hall discuss strategies to be more versatile and successful when working with clients and prospects who display the Expressive social style.

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3 Things Sales Managers Can Do NOW to Get the Best Results from Training
Friday, July 06, 2018

3 Things Sales Managers Can Do NOW to Get the Best Results from Training

We're in the business of helping our clients get results and one of the things that we know for certain is that coaching is a really important element to sustain success. In fact, the research tells us that you can get a 43% bump, which is coaching alone, but when I talk with sales managers at different companies, the reality of their work is that a lot of times they have little time for one-on-one coaching and so the question is, how do we get the most out of this, when there are so many different responsibilities they have around administration and everything else that they do?

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The Four Current Challenges Holding Back Organizations from High Business Performance
Friday, June 22, 2018

The Four Current Challenges Holding Back Organizations from High Business Performance

There are four elements that are holding back organizations from achieving high business performance, and those four issues that I think need to be explored always, are the basics; focus, communication, leadership, and accountability. I think that without addressing all these issues individually, and then again as a group, businesses have no ability to actually achieve high performance.

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Why a Little Tension in Your Customer Meetings Can Be a Good Thing
Friday, June 15, 2018

Why a Little Tension in Your Customer Meetings Can Be a Good Thing

Is your sales cycle too long? Are your salespeople doing long discovery but not closing any opportunities? Susan Hall and Tim Deuitch discuss strategies to leverage tension when meeting with a customer to win more business and build trust.

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Three Keys to Consider for a Successful Global Training Initiative
Friday, June 08, 2018

Three Keys to Consider for a Successful Global Training Initiative

When companies decide to do training and development, most of them decide to do it globally, and in our experience, we've noticed that there are three really key things that you need to consider if you're going to do a successful global training initiative. The first one is get local input, and when I say that, I mean get input from people who really understand the audience. When you look at the needs of a sales force, for example, in the United States, it could be very different than a sales force in Asia or another part of the world. So get local input, and talk to people on your team who really know the needs of the audience so that you can tailor that training specifically to them.

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Stay Curious! Planning to Listen
Wednesday, May 30, 2018

Stay Curious! Planning to Listen

Despite knowing good Discovery and listening skills we often stop Discovering right when the information is flowing from the customer or prospect. How can we listen more and talk less?

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Clearly it pays to have the long-standing relationship that we’ve enjoyed over the years with your company. The training activity absolutely ‘hit the mark’ with our North American Sales organization. I was told over and over again by our Account Managers and Sales Directors how impressed they were with the quality of the material and delivery by the instructors.


Roger Shope

Tellabs Operations, Inc.

Strategies for Engaging and Managing Millennials

A couple months ago I had an interesting conversation with a couple of millennials, which led me to do a little bit more research and investigating around what their expectations were around the workplace.

Read more

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