Share what you know with millions of people

Focus is the best place to turn what you know into remarkable content

×

Harlan Goerger

Follow Following Unfollow

President, AskHG.com

70 points

After 30 years of business training, coaching and consulting, Harlan brings what works to the table. Starting at the top with the CEO/President, developing the leadership team and equipping the sales team is the outcome.

20 plus years with ...

After 30 years of business training, coaching and consulting, Harlan brings what works to the table. Starting at the top with the CEO/President, developing the leadership team and equipping the sales team is the outcome.

20 plus years with Dale Carnegie as a Regional Manager, All Course Instructor and Team Developer, Harlan knew there was more and went in search of such.

Today Harlan's three books provide cutting edge insight into how modern influence can catapult your leadership and sales teams to higher performance.

» read more » read less

WEB: The Selling Gap

Feb. 19, 2012

Harlan Goerger and 1 other person answered this question

What's your sales success formula?

Helen, the approach I use and teach is Buying is about decision making. NO decision, NO sale. The closer the salesperson can get to the start of the decision process, most of which has nothing to do with product, and assist or facilitate that process, ... more

Feb. 19, 2012

Harlan Goerger recommends this answer by Lisa Yankowitz

What is the first step to hire the right employees?

I agree with Roz. I also believe you need to determine what traits, characteristics and or personality type is needed for the job, the team, and the corporate culture. You might find someone who has all of the requisite knowledge, skills and experience to do ... more

Human Resources

Feb. 13, 2012

Harlan Goerger and 17 other people answered this question at this roundtable

20 Years of Selling—A Discussion of Truth [2/3 @ 11 am]

What skills are essential for success in sales today?

Yes Axel, actually many ideas are over 100 years old, (1890), yes they still work, but how well. By adapting older ideas to new strategies the sales team can get back in step with the buyers if not be ahead of them rather than chasing ... more

Marketing Technology

Feb. 12, 2012

Harlan Goerger and 23 other people answered this question

Should corporate culture be set by general employees, or should it be defined by upper management?

I'm more in alignment with Belldon, Corporate culture needs to be lead by the leadership. The mission/values statement on the wall means nothing if the highest leadership is continually demonstrating the opposite in their behavior.
All the great axioms mean nothing to me as an ... more

Human Resources

Corporate Culture

Jan. 4, 2012

Harlan Goerger asked a question

Looking for input from sales pros, input for new book and training project, would you help?

Dec. 21, 2011

Harlan Goerger and 1 other person answered this question at this roundtable

Inside Sales: The Year in Review and Predictions for 2012 [12/14 @ 11 am]

How about teaching *new* dogs "old" tricks? How many Jr. Reps have read page 1 of Konrath, Gitomer, Rackham, et al?

This is always a challenge, New or Old dogs. For some reason sales people have this belief that continuous improvement is something for anyone but them.
Here is an idea, when onboarding a new salesperson, make it a requirement they have to read or study ... more

Aug. 17, 2011

Harlan Goerger and 2 other people answered this question

Are you a small business owner who had a terrible time firing a worker? How did you handle it?

Both as an owner and consultant I've personally dealt with this. The base issue seems to be the unknown once that person is gone. As with most of us, we tend to fear loss of what we have, even if it is not good, it ... more

Human Resources

May 25, 2011

Harlan Goerger and 27 other people answered this question

HR people struggle with the concept of Culture at a company. How do you define it?

Rick and others have it. What I find as did Rick, people create the culture, yet are unaware of what the culture is, thus the behavioral names such as tank.
The people in the organization will create the culture on their own, I term this ... more

Human Resources

Corporate Culture

April 6, 2011

Harlan Goerger recommends this answer by Alan Bergstrom

Does it make sense to treat your employees better than or as well as your customers?

Absolutely. Customer service, or as we like to call it, Customer Experience, is part of a culture. In other words, it's hard to deliver a great customer experience if your employees don't know how, or the organization doesn't promote a good experience for its employees. ... more

Customer Service

March 30, 2011

Harlan Goerger and 18 other people answered this question

How do you engage an audience during a webinar?

All great ideas, one that has not been mentioned is actually having a conversation with one or more of the participants. I've opened the line to a participant and coached them though applying an idea/concept from the session. Generally get much higher ratings from those ... more

General Management

Webinar Best Practices

March 30, 2011

Harlan Goerger and 23 other people answered this question

How do you motivate your employees when there is limited upward mobility for them in the company?

Lots of good thoughts and ideas, I like Glen Marshall's best. As a business owner and consultant to other small business. It's about understanding what is important to the employee. The questions indicates this person wants to move up so they either obtain some kind ... more

General Management

Leadership and Management Development

Following 0 Topics

Following 0 People

Followed by 2 People

Knowledgeable in 13 Topics

#466 of 2156

Sales and Marketing Alignment

#33 of 135

Senior Management

#10 of 23

Leadership Excellence

#10 of 28

Leadership Qualities

#11 of 33

Leadership Development

#16 of 44

General Management

#402 of 1194

Sales Training/development

#19 of 30

Sales Training Techniques

#33 of 41

#148 of 217

#269 of 356

#1127 of 1456

Human Resources

#805 of 1481