Resources
- BNET Author Biography
Wayne Turmel is obsessed with helping organisations and their managers communicate better, even across cyberspace. He's a writer, speaker and president of www.greatwebmeetings.com, www.greatwebmeetings.com, and the host of the the Cranky Middle Manager Show podcast, through which he helps thousands of listeners worldwide deal with the million little challenges...- more about Wayne Turmel »
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- Effective Questioning
- I recently had a conversation about effective sales calls with Wayne Turmel, manager of instruction for the sales training firm Communispond. He says that the best way to move a sales call forward is to ask questions that draw the customer into the sales process. Here are some...
- Blog posts 2007-03-27
- Remote Working: Turning "Them" Into "Us"
- Working with dispersed teams means everyone has to be on the same page. But more often than not, mis-matched expectations can create misunderstandings. Here are some simple tips for defusing friction from afar and building the kind of camaraderie you need to work as a team. ...
- Articles 2009-10-06
- Managing Remote Teams: Does Collaboration Technology Work?
- Managing remote workers is a reality at a growing number of businesses, but how good are collaboration tools at meeting the needs of a distributed workforce? ...
- Articles 2009-07-02
- Remote Workers: Are You Neglecting Your In-House Team
- Managers may be inadvertently playing favourites by focusing too much on their remote workers and neglecting their in-house team members. For Remote Employees A challenge for remote employees is that...
- Articles 2009-07-28
- Remote Working: The Simple Rules of Collaboration
- Remote collaboration doesn't have to rely on state-of-the-art technology. It's the people-management that counts. Big Spenders Aren’t Guaranteed Success When the Pacific division of French multinational Pernod-Ricard was integrating the takeover of another company, it...
- Articles 2009-09-02
- Remote Working: Turning Distant Co-Workers into Colleagues
- Working with dispersed teams means everyone has to be on the same page. But more often than not, mis-matched expectations can create misunderstandings. Here are some simple tips for defusing friction from afar and building the kind of camaraderie you need to work as a team. ...
- Articles 2009-10-06
Additional Resources
- Don't Forget the Middle Manager
- Some more views on the 'forgotten' middle manager -- whose role is increasingly under pressure in companies facing financial belt-tightening. "It’s not the ‘sexy’ part of leadership," says Penny de Valk, CEO of the Institute of Leadership and Management -- middle managers are often accused of...
- Blog posts 2008-11-19
- How to Uncover Customer Needs
- One of the biggest challenges that any sales pro faces is figuring out what the customer really needs. The only way to do this is to ask questions, but that can be challenging, especially if the customer isn't being very helpful or doesn't have much time. During a...
- Blog posts 2007-08-09
- Seven Keys to Great Sales Questions
- You can't understand a prospect's true needs and desires without asking the right questions during your sales calls. Here are the seven keys to productive "information gathering" when you're speaking with a prospect: Plan the conversation. If you don't know what questions...
- Blog posts 2008-04-11
- Sales Trainers I've Known & Loved
- I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio. He originally emailed the accusation to me, evidently under the misapprehension...
- Blog posts 2008-12-15
- Creating Rewards Systems That Work, Via Podcast
- The Find: If you want your reward system to actually succeed in encouraging the results you want without spawning unintended dysfunctions, this podcast aimed at middle managers lays out basic but useful principles. The Source: Cranky Middle Manager's Wayne Turmel talks with Steve Kerr of Goldman Sachs...
- Blog posts 2009-01-20
- Treat Bullies as a Business Problem, Via Podcast
- The Find: Forget getting wrapped up in your emotions, those who approach a bullying boss as a business problem have the best chances of beating him or her, argues one expert via podcast. The Source: A Working Week podcast from UK site Management...
- Blog posts 2009-05-07
- How to Interview a Customer, Pt. 2
- Last week, in the post "How to Interview a Customer," I explained that you must have the right attitude when meeting with a customer. That attitude, however, is not enough. If you're going to learn something useful from your customer you need to ask effective questions. Here are six steps...
- Blog posts 2009-06-08
- Does This Recession Finally Herald the Flexible Job Age?
- Just over a year ago, we hosted a working session presented by Professor Ellen Kossek to a large group of UK employers on the nature of flexible work today. It was clear then that flexible work practices and the issue of work-life balance were no longer marginal but had entered...
- Blog posts 2009-08-07
- 8 Rules for Asking Effective Questions
- Effective questioning means knowing what questions to ask the customer, and knowing how to ask them. If you don't know what questions to ask, your time with the customer is wasted. If you know the right question but ask in a way that's irritating or confusing, you won't get...
- Blog posts 2009-09-16
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