Strikingly Different

Strikingly Different

Author: Dale Merrill

Publisher: Franklin Covey

Published: 2022

Total Pages: 0

ISBN-13: 9781642504866

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Six years of research involving nearly 3,000 sales professionals from around the world reveals the 3 distinguishing habits that differentiate top sales performers from the herd and make them "strikingly different" in today's global marketplace.Superior Sales Success#1 New Release in Global and Direct Marketing You are competing with the top salespeople in your industry for the same customers. For each sales opportunity there is only one winner. What separates a "winner" from the rest of the very best and makes them "strikingly different"? Six years of intensely focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner! What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success. The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the "Strikingly Different" sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results. Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills. The 6 vital skills to stand out and sell more: * Capture Attention with Verbal Billboards * Create Excitement with Movie Trailers * Build Confidence with Flashbacks and Flashforwards * Become Essential with "Why Us!" Differentiators * Get Curious and Find the Gaps * Navigate Traffic Lights and Close the Gaps If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling .


Book Synopsis Strikingly Different by : Dale Merrill

Download or read book Strikingly Different written by Dale Merrill and published by Franklin Covey. This book was released on 2022 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Six years of research involving nearly 3,000 sales professionals from around the world reveals the 3 distinguishing habits that differentiate top sales performers from the herd and make them "strikingly different" in today's global marketplace.Superior Sales Success#1 New Release in Global and Direct Marketing You are competing with the top salespeople in your industry for the same customers. For each sales opportunity there is only one winner. What separates a "winner" from the rest of the very best and makes them "strikingly different"? Six years of intensely focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner! What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success. The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the "Strikingly Different" sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results. Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills. The 6 vital skills to stand out and sell more: * Capture Attention with Verbal Billboards * Create Excitement with Movie Trailers * Build Confidence with Flashbacks and Flashforwards * Become Essential with "Why Us!" Differentiators * Get Curious and Find the Gaps * Navigate Traffic Lights and Close the Gaps If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling .

Strikingly Different Selling

Strikingly Different Selling

Author: Dale Merrill

Publisher: Mango Media Inc.

Published: 2022-01-18

Total Pages: 157

ISBN-13: 1642504874

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Superior Sales Success #1 New Release in Global, Direct, and Industrial Marketing You are competing with the top salespeople in your industry for the same customers. For each sales opportunity there is only one winner. What separates a “winner” from the rest of the very best and makes them “strikingly different”? Six years of focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner! What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success. The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the “Strikingly Different” sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results. Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills. The 6 vital skills to stand out and sell more: Capture Attention with Verbal Billboards Create Excitement with Movie Trailers Build Confidence with Flashbacks and Flashforwards Become Essential with “Why Us!” Differentiators Get Curious and Find the Gaps Navigate Traffic Lights and Close the Gaps If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling.


Book Synopsis Strikingly Different Selling by : Dale Merrill

Download or read book Strikingly Different Selling written by Dale Merrill and published by Mango Media Inc.. This book was released on 2022-01-18 with total page 157 pages. Available in PDF, EPUB and Kindle. Book excerpt: Superior Sales Success #1 New Release in Global, Direct, and Industrial Marketing You are competing with the top salespeople in your industry for the same customers. For each sales opportunity there is only one winner. What separates a “winner” from the rest of the very best and makes them “strikingly different”? Six years of focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner! What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success. The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the “Strikingly Different” sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results. Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills. The 6 vital skills to stand out and sell more: Capture Attention with Verbal Billboards Create Excitement with Movie Trailers Build Confidence with Flashbacks and Flashforwards Become Essential with “Why Us!” Differentiators Get Curious and Find the Gaps Navigate Traffic Lights and Close the Gaps If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling.

Let's Get Real or Let's Not Play

Let's Get Real or Let's Not Play

Author: Mahan Khalsa

Publisher: Penguin

Published: 2008-10-30

Total Pages: 296

ISBN-13: 144063291X

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The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds


Book Synopsis Let's Get Real or Let's Not Play by : Mahan Khalsa

Download or read book Let's Get Real or Let's Not Play written by Mahan Khalsa and published by Penguin. This book was released on 2008-10-30 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds

The 5 Choices

The 5 Choices

Author: Kory Kogon

Publisher: Simon and Schuster

Published: 2016-04-05

Total Pages: 288

ISBN-13: 1476711828

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Time management has been redefined for the twenty-first century. Learn how to increase your productivity by mastering five choices that will leave you feeling confident, energized, and productive.


Book Synopsis The 5 Choices by : Kory Kogon

Download or read book The 5 Choices written by Kory Kogon and published by Simon and Schuster. This book was released on 2016-04-05 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Time management has been redefined for the twenty-first century. Learn how to increase your productivity by mastering five choices that will leave you feeling confident, energized, and productive.

Talent Unleashed

Talent Unleashed

Author: Shawn D. Moon

Publisher: Post Hill Press

Published: 2017-04-18

Total Pages: 256

ISBN-13: 1682610039

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"The vast majority of the workforce in any organization possesses far more talent, intelligence, capability, and creativity than their present jobs require or even allow." - Dr. Stephen R. Covey That's what Talent Unleashed is about—unleashing that unlimited store of potential in people. That's a leader's job. And how does a leader do that job? Through 3 leadership conversations—not just individual events, but ongoing discussions designed to help people give the best they can. In these conversations, leaders trade fear for trust, confusion for clarity, and micromanaging for empowerment. The three vital conversations are: The performance Conversation The Voice Conversation The Clearing the Path Conversation Performance Conversations define roles and set clear goals. Leaders hold people accountable for these roles and goals, thus transforming team members from "managed hirelings" to "trusted partners and teammates." Voice Conversations affirm the worth and potential of each person on a team. Leaders help individuals discover their unique gifts, talents, and abilities and align these gifts, talents, and abilities to the great mission of the organization. It is the process that ignites the inner fire. Clear the Path Conversations turn supervisors into leaders who become sources of help and empower people to succeed in their jobs. Leaders help clear away the obstacles from the success pathway.


Book Synopsis Talent Unleashed by : Shawn D. Moon

Download or read book Talent Unleashed written by Shawn D. Moon and published by Post Hill Press. This book was released on 2017-04-18 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The vast majority of the workforce in any organization possesses far more talent, intelligence, capability, and creativity than their present jobs require or even allow." - Dr. Stephen R. Covey That's what Talent Unleashed is about—unleashing that unlimited store of potential in people. That's a leader's job. And how does a leader do that job? Through 3 leadership conversations—not just individual events, but ongoing discussions designed to help people give the best they can. In these conversations, leaders trade fear for trust, confusion for clarity, and micromanaging for empowerment. The three vital conversations are: The performance Conversation The Voice Conversation The Clearing the Path Conversation Performance Conversations define roles and set clear goals. Leaders hold people accountable for these roles and goals, thus transforming team members from "managed hirelings" to "trusted partners and teammates." Voice Conversations affirm the worth and potential of each person on a team. Leaders help individuals discover their unique gifts, talents, and abilities and align these gifts, talents, and abilities to the great mission of the organization. It is the process that ignites the inner fire. Clear the Path Conversations turn supervisors into leaders who become sources of help and empower people to succeed in their jobs. Leaders help clear away the obstacles from the success pathway.

Elite Sales Strategies

Elite Sales Strategies

Author: Anthony Iannarino

Publisher: John Wiley & Sons

Published: 2022-04-11

Total Pages: 263

ISBN-13: 111985895X

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Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: A step-by-step approach for how to become “one-up” yourself and what you provide to your clients A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.


Book Synopsis Elite Sales Strategies by : Anthony Iannarino

Download or read book Elite Sales Strategies written by Anthony Iannarino and published by John Wiley & Sons. This book was released on 2022-04-11 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: A step-by-step approach for how to become “one-up” yourself and what you provide to your clients A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.

The Way of Women

The Way of Women

Author: Lauraine Snelling

Publisher: WaterBrook

Published: 2010-04-07

Total Pages: 385

ISBN-13: 0307552071

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On the verge of Mt. St. Helens’ historic eruption, three women must face the mountain: two to search for their missing husbands; the third, to rediscover her life… After a local mountain becomes a deadly and imminent threat, three strikingly different women become linked in a desperate mission. Children’s author Katherine Sommers is searching for her depressed husband, David, and their son Brian, camping together on Mt. St. Helens’ tumultuous north slope. Mellie Sedor seeks her husband, Daniel, who has taken a logging job to pay for their daughter’s chemotherapy. Fashion photographer Jen Stockton joins Cowlitz County Sheriff Frank McKenzie, himself the victim of a brutal loss, in his quest to evacuate the awakening volcano. Jen came to the mountain in an effort to recover the peace she experienced as a child. Instead, she finds destruction and heroism, tragedy and friendship. When Women Strive Together, They Can Face Even the Unthinkable. Written by best-selling and award-winning author Lauraine Snelling, The Way of Women celebrates the resilience and strength of women, both individually and collectively, in the face of extraordinary crisis.


Book Synopsis The Way of Women by : Lauraine Snelling

Download or read book The Way of Women written by Lauraine Snelling and published by WaterBrook. This book was released on 2010-04-07 with total page 385 pages. Available in PDF, EPUB and Kindle. Book excerpt: On the verge of Mt. St. Helens’ historic eruption, three women must face the mountain: two to search for their missing husbands; the third, to rediscover her life… After a local mountain becomes a deadly and imminent threat, three strikingly different women become linked in a desperate mission. Children’s author Katherine Sommers is searching for her depressed husband, David, and their son Brian, camping together on Mt. St. Helens’ tumultuous north slope. Mellie Sedor seeks her husband, Daniel, who has taken a logging job to pay for their daughter’s chemotherapy. Fashion photographer Jen Stockton joins Cowlitz County Sheriff Frank McKenzie, himself the victim of a brutal loss, in his quest to evacuate the awakening volcano. Jen came to the mountain in an effort to recover the peace she experienced as a child. Instead, she finds destruction and heroism, tragedy and friendship. When Women Strive Together, They Can Face Even the Unthinkable. Written by best-selling and award-winning author Lauraine Snelling, The Way of Women celebrates the resilience and strength of women, both individually and collectively, in the face of extraordinary crisis.

The 4 Disciplines of Execution

The 4 Disciplines of Execution

Author: Chris McChesney

Publisher: Simon and Schuster

Published: 2016-04-12

Total Pages: 352

ISBN-13: 1451627068

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BUSINESS STRATEGY. "The 4 Disciplines of Execution "offers the what but also how effective execution is achieved. They share numerous examples of companies that have done just that, not once, but over and over again. This is a book that every leader should read! (Clayton Christensen, Professor, Harvard Business School, and author of "The Innovator s Dilemma)." Do you remember the last major initiative you watched die in your organization? Did it go down with a loud crash? Or was it slowly and quietly suffocated by other competing priorities? By the time it finally disappeared, it s likely no one even noticed. What happened? The whirlwind of urgent activity required to keep things running day-to-day devoured all the time and energy you needed to invest in executing your strategy for tomorrow. "The 4 Disciplines of Execution" can change all that forever.


Book Synopsis The 4 Disciplines of Execution by : Chris McChesney

Download or read book The 4 Disciplines of Execution written by Chris McChesney and published by Simon and Schuster. This book was released on 2016-04-12 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: BUSINESS STRATEGY. "The 4 Disciplines of Execution "offers the what but also how effective execution is achieved. They share numerous examples of companies that have done just that, not once, but over and over again. This is a book that every leader should read! (Clayton Christensen, Professor, Harvard Business School, and author of "The Innovator s Dilemma)." Do you remember the last major initiative you watched die in your organization? Did it go down with a loud crash? Or was it slowly and quietly suffocated by other competing priorities? By the time it finally disappeared, it s likely no one even noticed. What happened? The whirlwind of urgent activity required to keep things running day-to-day devoured all the time and energy you needed to invest in executing your strategy for tomorrow. "The 4 Disciplines of Execution" can change all that forever.

Selling the Amish

Selling the Amish

Author: Susan L. Trollinger

Publisher: JHU Press

Published: 2012-03-15

Total Pages: 219

ISBN-13: 1421404192

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More than 19 million tourists flock to Amish Country each year, drawn by the opportunity to glimpse "a better time" and the quaint beauty of picturesque farmland and handcrafted quilts. What they may find, however, are elaborately themed town centers, outlet malls, or even a water park. Susan L. Trollinger explores this puzzling incongruity, showing that Amish tourism is anything but plain and simple. Selling the Amish takes readers on a virtual tour of three such tourist destinations in Ohio’s Amish Country, the world’s largest Amish settlement. Trollinger examines the visual rhetoric of these uniquely themed places—their architecture, interior decor, even their merchandise and souvenirs—and explains how these features create a setting and a story that brings tourists back year after year. This compelling story is, Trollinger argues, in part legitimized by the Amish themselves. To Americans faced with anxieties about modern life, being near the Amish way of life is comforting. The Amish seem to have escaped the rush of contemporary life, the confusion of gender relations, and the loss of ethnic heritage. While the Amish way supports the idealized experience of these tourist destinations, it also raises powerful questions. Tourists may want a life uncomplicated by technology, but would they be willing to drive around in horse-drawn buggies in order to achieve it? Trollinger's answers to important questions in her fascinating study of Amish Country tourism are sure to challenge readers’ understanding of this surprising cultural phenomenon.


Book Synopsis Selling the Amish by : Susan L. Trollinger

Download or read book Selling the Amish written by Susan L. Trollinger and published by JHU Press. This book was released on 2012-03-15 with total page 219 pages. Available in PDF, EPUB and Kindle. Book excerpt: More than 19 million tourists flock to Amish Country each year, drawn by the opportunity to glimpse "a better time" and the quaint beauty of picturesque farmland and handcrafted quilts. What they may find, however, are elaborately themed town centers, outlet malls, or even a water park. Susan L. Trollinger explores this puzzling incongruity, showing that Amish tourism is anything but plain and simple. Selling the Amish takes readers on a virtual tour of three such tourist destinations in Ohio’s Amish Country, the world’s largest Amish settlement. Trollinger examines the visual rhetoric of these uniquely themed places—their architecture, interior decor, even their merchandise and souvenirs—and explains how these features create a setting and a story that brings tourists back year after year. This compelling story is, Trollinger argues, in part legitimized by the Amish themselves. To Americans faced with anxieties about modern life, being near the Amish way of life is comforting. The Amish seem to have escaped the rush of contemporary life, the confusion of gender relations, and the loss of ethnic heritage. While the Amish way supports the idealized experience of these tourist destinations, it also raises powerful questions. Tourists may want a life uncomplicated by technology, but would they be willing to drive around in horse-drawn buggies in order to achieve it? Trollinger's answers to important questions in her fascinating study of Amish Country tourism are sure to challenge readers’ understanding of this surprising cultural phenomenon.

Unlocking Potential

Unlocking Potential

Author: Michael K. Simpson

Publisher:

Published: 2014

Total Pages: 0

ISBN-13: 9781477824009

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To get the best from your employees, you need to be more than a manager. You need to be a coach. You're a leader because you possess expertise in your field. You have the training and experience. You understand your business...but can you fully motivate and engage your team? Michael K. Simpson, a senior consultant to FranklinCovey, has spent more than twenty-five years training executives to become effective coaches, mentoring and guiding leaders and managers to encourage and develop the talent of their people--the most important asset in any organization. In this guide, you will acquire the skills to coach your personnel from the ground up, maximizing their potential on a personal level, as members of the team, and as contributors to the organization as a whole. Transform your business relationships (and your business) with this comprehensive tool for optimizing productivity, profitability, loyalty, and customer focus. Don't just manage; energize, galvanize, inspire. Be a coach.


Book Synopsis Unlocking Potential by : Michael K. Simpson

Download or read book Unlocking Potential written by Michael K. Simpson and published by . This book was released on 2014 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: To get the best from your employees, you need to be more than a manager. You need to be a coach. You're a leader because you possess expertise in your field. You have the training and experience. You understand your business...but can you fully motivate and engage your team? Michael K. Simpson, a senior consultant to FranklinCovey, has spent more than twenty-five years training executives to become effective coaches, mentoring and guiding leaders and managers to encourage and develop the talent of their people--the most important asset in any organization. In this guide, you will acquire the skills to coach your personnel from the ground up, maximizing their potential on a personal level, as members of the team, and as contributors to the organization as a whole. Transform your business relationships (and your business) with this comprehensive tool for optimizing productivity, profitability, loyalty, and customer focus. Don't just manage; energize, galvanize, inspire. Be a coach.