JMReid Group Blog

Why Sales Is as Much an Art as a Science

Posted by John Reid on Dec 6, 2018 7:00:38 AM

Why Sales Is as Much an Art as a Science

The following is adapted from Moving from Models to Mindsets.

Read More

Topics: sales enablement, relationship, sales

Storytelling in Sales: Whose story are we telling?

Posted by John Reid on Nov 26, 2018 11:29:53 AM

In sales, storytelling is all the rage right now.  In fact, from what we’ve seen, teaching storytelling to salespeople has significantly increased in the last five years. We all know there is power in stories, but did you know that listening to someone share an engaging story releases a chemical called “oxytocin” in your brain? Oxytocin is a chemical that relaxes a person and shows up “when we are trusted or shown a kindness, and it motivates cooperation with others,” (Zak, HBR “Why Your Brain Loves Story Telling” 2014). Since trust is critical for sales and storytelling builds trust, it’s natural to assume a link between storytelling and generating a sale.

Read More

Topics: sales, sales enablement, relationship, storytelling

Beware of the Book First People

Posted by John Reid on Oct 19, 2018 1:44:30 PM

Many training companies begin with a book.  A thought leader, a researcher, someone with passion and dedication takes their energy and writes a book. They focus on dysfunctional teams, leadership principles or driving sales performance.  So far, so good. 

Read More

Topics: training design, curriculum design, learner engagement, training book, learner-centric, insight, high performing teams

Sympathy Gets a Bad Rap: The inauthenticity of empathy

Posted by John Reid on Aug 1, 2018 10:27:24 AM

Empathy has been a hot topic. Wherever you go in the learning space—from preschool to the boardroom—teachers and leaders are stressing the importance of empathy. The growing number of millennials in the workforce have changed the emotional make up of our corporate world. They are, rightfully, pushing for greater authenticity, meaning, and transparency from the companies they work with. This renewed focus on empathy, however, falls short of its optimistic intentions.

Read More

Topics: relationship, leadership, cooperation, understanding, high performing teams, brain science, coaching, communication, trust, teamwork, mindfulness, vulnerability, change, resilience

Eat or Like the Oatmeal – The Use of Leadership Authority

Posted by John Reid on Jul 6, 2018 12:00:00 PM

I met with a newly minted leader and long-time colleague, who is both highly collaborative and highly engaging. He cares about his people in a visceral way. I congratulated him on his promotion while warning him that there was the potential for him to fail due to a blind spot in his approach. I stated that he may fail the eat the oatmeal or like the oatmeal challenge.

Read More

Topics: relationship, sales, leadership, learner engagement, cooperation, understanding, high performing teams, brain science, coaching, communication, trust, teamwork

Act like a Child

Posted by John Reid on Jun 11, 2018 12:41:32 PM

Go to any office in America and you will probably hear about the childish behavior of some co-workers. Managers will express frustration that their direct reports are acting like children. The implication is that acting like a child is a problem because a child doesn’t play nice, doesn’t share, and has no initiative or accountability. This is an insult to children - since we can all learn a lot from our former selves.

Read More

Topics: relationship, coaching and brain science, understanding, listening, vulnerability, brain science, coaching, communication, trust, leadership

The Challenge of Epictetus' Epistemology

Posted by John Reid on May 16, 2018 7:33:15 PM

epictetus-1Trust is key to any organization’s success. We all recognize its importance. We want trust in our workplace: from our co-workers, supervisors, and clients. Most people consider themselves to be great models of trust. The truth, however, is that there is a gap between that perception and reality—a gap which has proven problematic from a learning perspective.

Read More

Topics: insight, trust, change, vulnerability, understanding, cooperation, facilitation skills

Liberating Structures

Posted by John Reid on Apr 10, 2018 4:45:39 PM

Have you ever felt like you work in a parallel universe? Perhaps you walk into the office and immediately feel like you have stepped into a poorly scripted episode of the Twilight Zone, where there seems to be an alternate reality in which passive-aggressiveness reigns and accountability is nonexistent. If your office refrigerator is littered with handwritten signs and your company’s values are more often discussed than put into action, your company has an organizational honesty problem.

Read More

Topics: insight, trust, change, vulnerability, understanding, cooperation, facilitation skills

Upside and Downside of Optimism in Sales

Posted by John Reid on Mar 14, 2018 1:48:49 PM

As children, people would tell us we could either view the glass as half-full or half-empty. This point of view would then define how we look at life. Are you an optimist or a pessimist? Just think of that half-filled (or half-empty) beverage and you have your answer. We use these terms to then define ourselves and others in these simple terms. In 1990, however, Martin Seligman proved that optimism can be learned—by anybody at any age. Pessimists couldn’t believe it! Peter Schulman then demonstrated that optimists sold 35% more than pessimists. Optimism suddenly became a trait worth hiring for in sales.

Read More

Topics: insight, sales, training design, sales pipeline

Challenger Selling Revisited

Posted by John Reid on Feb 12, 2018 9:39:25 PM

If Peter Drucker is the father of modern business then Dale Carnegie is its savvy uncle. The one who seems to have loads of insight and income, though you’re not exactly sure where either came from. His book “How to Win Friends and Influence People” has taught generations of salespeople how to be more likable, persuasive, and effective. At the very core of Uncle Dale’s method is relationship-building—in order to be successful, you need to be honest, engaged, and generally enjoyable to be around.

Read More

Topics: insight, brain science, coaching, communication, sales, training design, relationship

JMReid Group Blog

Fresh insights for a changing world

Want to tap into your participants' natural passions?  We should talk. Book some time with us here

What differentiates JMReid Group from all the other training companies?

  • We are learner-centric. They are the star of the show, not the facilitator.
  • We make learning authentic by understanding your context, culture, and strategy.
  • We stay current on neuroscience, social science, and psychology to bring you the latest and greatest thinking in the field.

Subscribe to Email Updates