Copyright 2006 Progress-U Ltd. You are a life coach, an executive coach, a corporate coach, a fitness coach, a personal coach, a financial coach, an image coach... Sorry, if I forgot to mention the specific type of coach you are. Whether you have...

Copyright 2006 Progress-U Ltd. I still remember sitting in the car with our French representative on the way to our customer's factory north of Paris some five years ago. At that time I was Director International Sales for a German technology company. ...

Copyright 2006 Progress-U Ltd. Have you ever wondered why there are still companies that use cold calls to acquire new business even though most people hang up sooner or later on most cold calls? It's the so-called 'numbers game' which goes approxim...

Copyright 2006 Progress-U Ltd. THE PROBLEM SITUATION Imagine you are the chief operating officer (COO) of a mid-sized corporation, say with 2,000 employees. Your company manufactures commodities like cables for cars. It's headquartered in Hong Kong,...

Copyright (c) 2006 Progress-U Ltd. "Why do people buy?" is an important question many sales professionals ask. A lot of research has been done on the psychology of buying behavior. Professional marketing tries to make use of such knowledge and adapt th...

Copyright (c) 2006 Progress-U Ltd. The story A few weeks ago, I met Chris* at a networking event. We chatted about what his company was doing and what my business was all about. He quickly realized that his company's online solutions could be benefi...

Copyright 2006 Progress-U Ltd. T h e U l t i m a t u m A couple of months ago, Marc (name changed), a manager in his early 40s, called me and said: "I need your help! My superiors told me today that I get another 6-week trial period and if by then...

Copyright 2006 Progress-U Ltd. When I ask my coaching clients, mostly senior executives, what they do during a typical working day, I notice that most of them spend the majority of their time with management rather than with leadership issues. You m...