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By Jodi Beuder Jodi Beuder, Customer Experience Advocate at Impact Learning Systems, believes customer service exists not just outside the company, but inside, too... "Having excellent customer service skills and knowledge are paramount to creating strong working relationships, whether you are in an office or out in the field." With over 17 years in Marketing Executive roles, Jodi has dedicated her career to assisting companies grow their brand presence and sales, and most importantly, their customer retention and satisfaction. There is a lot of bad press associated with Gen Y employees in the workforce. This generation has been called lazy,... Continue reading
Posted May 20, 2015 at AchieveGlobal's blog
By John Riley John Riley is MHI Global's Vice President for US Sales. A dynamic and performance-driven sales professional, he has a proven track record of elevating revenue and market share. John is a visionary thinker and recognized for consistently exceeding performance expectations and driving annual growth in national and regional sales organizations. Clients often say “no” to your proposal for various reasons including competition, internal solution development, or a change in priorities pushing out their need for your products and services. Hearing a “no” often leads to feelings of rejection and failure. The average salesperson will turn and walk... Continue reading
Posted May 6, 2015 at AchieveGlobal's blog
By Danielle Miller Danielle is the Product Manager for the Client Experience Center of Excellence.  She has spent her career involved in the direct front line connections with customers, serving clients in a variety of industries with all aspects of training, design, development and facilitation. Danielle strives to build innovative solutions that bring constructive business and personal level solutions while aiming for the next level of performance.  Considering the topic of Customer Loyalty, I recall a few years back when I worked for a large consulting firm. The team I was hired to be a part of was growing due to the customer loyalty built by our firm’s... Continue reading
Posted Apr 22, 2015 at AchieveGlobal's blog
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…to Manage Your Priorities By East Apthorp East Apthorp is the Marketing Director for AchieveGlobal’s Leadership Portfolio.  During her 15 years with the company, East has contributed to numerous successful initiatives related to the company’s marketing efforts, including strategic planning, research development, product launches, and market positioning. If you’re reading this while eating your lunch, and simultaneously working your way through your departmental To-Do list, you’re not alone. A recent story on NPR points to research indicating that just one-in-five employees in today’s workforce takes an actual lunch break, while most of us are lunching at our desk, while working. When... Continue reading
Posted Apr 8, 2015 at AchieveGlobal's blog
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By Jim Wilcox Jim is the Faculty Manager for MHI Global’s USA based trainers. Leaving a career in sales, Jim joined AchieveGlobal in 1997 to coach the training team. Says Jim; “I get to work with some of the most dynamic people in the organization; the trainers that go out and make our material come alive solving client business challenges.” Balancing work and fun; Jim is an acoustic guitar player in his spare time. For the salesperson, managing the sales cycle can feel like a high-wire act. It takes a great deal of training and preparation, the definition of success can... Continue reading
Posted Mar 25, 2015 at AchieveGlobal's blog
By Mark Gowrie Mark is the AchieveGlobal SVP who manages the Eastern US territory for Leadership and Management. He has worked for AG for 15 years and oversees a high-performing sales team focused on providing clients with leadership and management solutions that help transform organizations by enabling leaders to build cultures that engage and foster successful business results. For many leaders, the very idea of intrinsic motivation for employees seems completely at odds with the leadership function. How is a leader supposed to lead a team toward motivation, if the motivation must ultimately come from within? I’m glad you asked. Let’s... Continue reading
Posted Mar 11, 2015 at AchieveGlobal's blog
By Danielle Miller Danielle is the Product Manager for the Client Experience Center of Excellence. She has spent her career involved in the direct front line connections with customers, serving clients in a variety of industries with all aspects of training, design, development and facilitation. Danielle strives to build innovative solutions that bring constructive business and personal level solutions while aiming for the next level of performance. I recently called in to a customer service organization. The customer service professional ended the call with a “Thank you for being the most important part of our (brand name) family”. After years... Continue reading
Posted Feb 25, 2015 at AchieveGlobal's blog
By Jackie Kirchner Jackie is AchieveGlobal’s Product Marketing Manager. A forward-thinking marketing, Jackie is equipped with 15 years of conceptualizing and implementing comprehensive marketing programs. In our work, as in our personal lives, we experience various hurdles and setbacks when trying to “sell” to “customers”—whether that customer is your boss, friend, spouse, a client or a prospective client. I worked at an agency in my past life and my team and I often had to pitch campaigns and ideas to our clients. More than a few times, clients would reject what we thought was a good idea or something that... Continue reading
Posted Feb 11, 2015 at AchieveGlobal's blog
By Chris Cowan Chris is AchieveGlobal’s Executive Vice President and head of U.S. Sales. Chris has 20+ years of domain expertise in complex sales, strategic partnerships and business development. His experience spans from the Fortune 50 to small start-ups across multiple industry verticals. If you have been in sales for a while, it would have been hard to miss all the hype around the latest and greatest sales approaches and different selling techniques that work….or don’t ! Some of these “proven techniques” and “surefire ways” to close a deal are legitimate, however many are simply tricks and tactics used by... Continue reading
Posted Jan 28, 2015 at AchieveGlobal's blog
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By Kathy Jacobsen Kathy is the Director of Product Management, Sales Performance at AchieveGlobal. She has more than 18 years of experience partnering with global organizations to identify, create, plan, and sustain performance improvement solutions. The complexity of today’s sales environment dictates that successful salespeople develop a powerful set of skills, talents and instincts not unlike a team of superheroes. As we fight our way toward 2015 sales goals, there’s no better time to focus on what it takes to make your sales “super,” and to help make that leap upward. In a recent MHI Global whitepaper, titled The Crux... Continue reading
Posted Jan 13, 2015 at AchieveGlobal's blog
By Chris Cowan Chris is AchieveGlobal’s Executive Vice President and head of U.S. Sales. Chris has 20+ years of domain expertise in complex sales, strategic partnerships and business development. His experience spans from the Fortune 50 to small start-ups across multiple industry verticals. Most sales managers aren’t afforded the luxury of “stepping back” from the day to day to focus on sales improvement. The reality for most is having to work “on-the-fly” to put in place sales effectiveness programs to work while still working ongoing sales cycles. It goes without saying that this is not the ideal scenario for building... Continue reading
Posted Dec 17, 2014 at AchieveGlobal's blog
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By Craig Perrin Craig is AchieveGlobal’s Senior Product Manager, Leadership Center of Excellence. Since 1986, he has helped develop many of AchieveGlobal’s performance improvement solutions. It may be a short vista for a guy with my tenure, but I try to keep looking ahead. “Ever forward!” a colleague used to sign every email (and may yet do, wherever he may be). Still, as the year winds down, it’s useful for a leader to glance backward and ask, “What can I do differently now to help people close this year with a flourish and start next year with a rush?” While... Continue reading
Posted Dec 3, 2014 at AchieveGlobal's blog
By East Apthorp East Apthorp is the Marketing Director for AchieveGlobal. During her 15 years with the company, East has contributed to numerous successful initiatives related to the company’s marketing efforts, including strategic planning, research development, product launches, and market positioning. John Quincy Adams is quoted as saying, “If your actions inspire others to dream more, learn more, do more and become more, you are a leader.” The essence of this quote also suggests the opposite, that if you’re unable to inspire the actions of others, then you’re not a leader – or at least, you’re not an effective leader.... Continue reading
Posted Nov 14, 2014 at AchieveGlobal's blog
…And other responses to service without Perspective By KC Blonski KC is AchieveGlobal’s Senior Director of New Business Partnerships - Sales. KC is responsible for a sales team focused on acquisition of new partnerships specific to identified vertical markets. Some time back, a single customer service call became an overnight viral sensation – and not the sort of viral fame that any company hopes to achieve. In the now-infamous call, a customer called a cable provider and asked to cancel his service. For the next 20 excruciating minutes, the admirably calm customer attempted maneuver after maneuver simply to get the... Continue reading
Posted Nov 5, 2014 at AchieveGlobal's blog
By Henry Mueller Henry Mueller is Vice President-Eastern Region Sales at AchieveGlobal. Henry has an extensive track record of major success in new business development, sales, and relationship management in diverse industries. He is highly adept creating and refining value propositions for new business development; developing and optimizing the right resources for new business growth; achieving hard-to-reach growth objectives; building new business relationships that endure; and coaching sales leadership to develop enduring, high-performing teams. If your nightly news weather-person was 100 percent wrong, 100 percent of the time, you’d likely switch to another network to get a preview of your... Continue reading
Posted Oct 29, 2014 at AchieveGlobal's blog
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By Craig Perrin Craig is AchieveGlobal’s Senior Product Manager, Leadership Portfolio. Since 1986, he has helped develop many of AchieveGlobal’s performance improvement solutions. While “getting work done through others” may have merit as a baseline definition of leadership, it says nothing about how effective leaders sustain high performance and strong business results. Some leaders rely on external motivators. Whether lashings and beer in Lower Egypt or fines and bonuses in Lower Manhattan, threats and rewards remain proven motivational tools. Or so they seem. Consider a recent Yale study that confirmed this unsettling fact: external motivators actually undermine long-term effort and... Continue reading
Posted Oct 15, 2014 at AchieveGlobal's blog
By Sam Reese Sam Reese is the Chief Executive Officer of MHI Global, the world’s largest dedicated sales-performance company that brought together established expertise and methodology from five other companies, including AchieveGlobal. Sam also oversees the MHI Research Institute, a research organization committed to improving the sales performance and productivity of complex, business-to-business sales organizations. In the quest to drive results, speed counts. I’ve seen too many instances of sales leaders creating well-developed strategic plans grounded in solid research and backed by impeachable data that fail to reach fruition due to one fundamental reason: The sales team didn’t act quickly... Continue reading
Posted Oct 8, 2014 at AchieveGlobal's blog
By Sam Reese I don't watch a lot of TV but once in a while, I happen upon a late night show and stay to watch. Jimmy Kimmel Live!'s Mean Tweets segment was on. It was fun to watch how celebrities react to not-so-flattering comments from non-fans. I’m sure stars are used to hearing adoring praises from their followers, so it was refreshing to see how their sense of humor helped them get through reading mean tweets about themselves. That got me to thinking about the sales profession and our business here at the MHI Global. Back in the day,... Continue reading
Posted Sep 29, 2014 at AchieveGlobal's blog
By Sam Reese Sam Reese is the Chief Executive Officer of MHI Global, the world’s largest dedicated sales-performance company that brought together established expertise and methodology from five other companies, including AchieveGlobal. Sam also oversees the MHI Research Institute, a research organization committed to improving the sales performance and productivity of complex, business-to-business sales organizations. In my many conversations with fellow sales leaders all over the world, I like to ask them a simple question: What is your plan for winning? As expected, the responses are as varied as the people who give them. It’s very interesting how their answers... Continue reading
Posted Sep 18, 2014 at AchieveGlobal's blog
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By Mark Gowrie Mark is Sales Director for AchieveGlobal. He manages the northeast territory and oversees a high-performing and profitable sales team. Mark has a proven track record of delivering results for large scale global implementations. He is a thought leader and an innovative thinker who creates next-generation learning solutions that help businesses across the globe achieve business goals in the areas of leadership, sales, and service. We’ve read articles that debate whether great salespeople are born or whether they’re created. It’s the equivalent of the nature versus nurture argument when it comes to savvy sales strategy and technique. On... Continue reading
Posted Sep 8, 2014 at AchieveGlobal's blog
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By KC Blonski KC is AchieveGlobal’s Senior Director of New Business Partnerships - Sales. KC is responsible for a sales team focused on acquisition of new partnerships specific to identified vertical markets. In March of this year, I had the pleasure of attending a financial services conference in New York, where I moderated a panel on customer experience. To a great extent, I came away with the confirmed recognition that now more than ever banks need to differentiate their brands by focusing on their customer’s experience across all channels. It may seem like nothing new, but there are crucial insights... Continue reading
Posted Aug 28, 2014 at AchieveGlobal's blog
By Brian Vail With the launch of the new brand of MHI Global (bringing together the powerhouse brands of AchieveGlobal, Miller Heiman, Huthwaite, Impact Learning Systems and Channel Enablers), it got me thinking about the role that Sales plays to truly make a difference in the market. I ran through ideas surrounding PR, social, web, blogs, sales scripts, emails, and videos and I always came back to how do I get this to stick with my intended audience? When you think about the idea of “living the brand” or “understanding the brand” or “creating an emotional connection,” you have to... Continue reading
Posted Aug 18, 2014 at AchieveGlobal's blog
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By Chris Cowan Chris Cowan is the Vice President of Sales for AchieveGlobal and a new contributor to the blog. Chris leads the client management and business development efforts in the U.S. and is responsible for the strategic direction and execution of a large and geographically-dispersed sales organization. Prior to AchieveGlobal, Chris’ spent 20 years in sales and sales management in the financial services, consulting, travel/entertainment and technology sectors The 2014 MHI Global Sales Best Practices Study identifies the individual behaviors that separate World-Class Sales Performers from their peers. One of them is the ability to collaborate across departments to... Continue reading
Posted Aug 8, 2014 at AchieveGlobal's blog
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By East Apthorp East Apthorp is the Marketing Director for AchieveGlobal. During her 15 years with the company, East has contributed to numerous successful initiatives related to the company’s marketing efforts, including strategic planning, research development, product launches, and market positioning. In one of our most recent polls, we asked our readers: How easily do you influence others with your communication? Before we share the results, let me explain why we asked that question. In the corporate world, as in our personal lives, we tend to think that those in power have the influence. And the basis of that power... Continue reading
Posted Jul 28, 2014 at AchieveGlobal's blog
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By Craig Perrin Craig is AchieveGlobal’s Director of Product Development and a long-time contributor to this blog. Since 1986, he has developed and led development of AchieveGlobal’s performance improvement solutions Ideally, leaders point the way, demonstrate the way, and then get out of the way so employees can move toward strategic goals. But what challenges do L&D professionals face in helping leaders gain the skills and judgment to perform those functions? That question prompted a recent AchieveGlobal study. We conducted interviews and reviewed historical data on 50 major clients to answer four central questions: What are the main challenges for... Continue reading
Posted Jul 15, 2014 at AchieveGlobal's blog