JMReid Group Blog

Storytelling in Sales: Whose story are we telling?

Posted by John Reid on November 26, 2018

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? […]

Beware of the Book First People

Posted by John Reid on October 19, 2018

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.  Then they decide to start a training company, attracted by the both the idea of bringing […]

Sympathy Gets a Bad Rap: The inauthenticity of empathy

Posted by John Reid on August 1, 2018

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 […]

Eat or Like the Oatmeal – The Use of Leadership Authority

Posted by John Reid on July 6, 2018

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 […]

Act like a Child

Posted by John Reid on June 11, 2018

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. […]

The Challenge of Epictetus’ Epistemology

Posted by John Reid on May 16, 2018

Trust 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 […]

Liberating Structures

Posted by John Reid on April 10, 2018

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 […]

Upside and Downside of Optimism in Sales

Posted by John Reid on March 14, 2018

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 […]

Challenger Selling Revisited

Posted by John Reid on February 12, 2018

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, […]

Your Workplace Learner: tabula rasa?

Posted by John Reid on December 4, 2017

Are your employees tabula rasa? In the 21st century marketplace, innovation and evolution are constant imperatives. The acronym VUCA (Volatile, Uncertainty, Complexity, Ambiguity) has been coined to describe our current environment. Companies need to establish an agile culture to successfully navigate this landscape. Survival requires continuous employee development that drives a targeted change in the employees’ […]