Author's articles
Getting Into Your Buyer's Shoes
By Charlie Lang · 17 years ago
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 ...
Higher Ground Negotiations: Don't Compromise Your Position with a Compromise
By Charlie Lang · 17 years ago
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 ...
Are You a Manager or a Leader - or Both?
By Charlie Lang · 17 years ago
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 ...
Making Cold Calls Enjoyable ... Impossible?
By Charlie Lang · 17 years ago
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' ...
Leadership on the Brink
By Charlie Lang · 17 years ago
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, but has factories ...