Dave Mather Articles

Make 2010 your best year ever - Click To Read Article
This is a modified and updated version of an article that has resonated each year we've published it.

You Cant Afford Average Salespeople - Click To Read Article
Pitfalls of order-taking salespeople.

ProblemSolving's Problem - Click To Read Article
Problem-solving is deeply entrenched in our business culture. Dave Mather, a 30+ year business consultant, describes the pitfalls of being a habitual problem-solver and why this might hurt business results.

Objective Reality - Click To Read Article
If you want to create results that are truly important to you, it is critical to separate your identity (who you are) from the results you want. Feeling good or bad about yourself has little bearing on the quantity or quality of your results. If you doubt this, consider famous people with extreme self-doubts or poor self-concepts who produced spectacular results. The results of standardized tests indicate that students who "felt good about themselves" often performed lower than the scores they predicted they would achieve.

Make 2009 Your Best Year Ever Part V - Click To Read Article
Great leaders find ways to communicate in concrete terms. They have in their head a picture of the organization they are building [Vision]. They learn ways to enlist the willing cooperation of others in building their dream.

Levels of Sales Competence - Click To Read Article
Most salespeople and sales managers often are unaware of where they fit on the sales effectiveness continuum. Dave Mather, a 30+ years sales trainer explains the basics of sales competence levels. His experience shows that less than 6% of salespeople ever reach to top level.

Make 2009 Your Best Year Ever Part III - Click To Read Article
The first of four critical executive and management mistakes. Simply avoiding mistakes does not create results, but awareness of faulty thinking allows us to focus our resources where they have the most impact.

Make 2009 Your Best Year Ever Part 1 - Click To Read Article
Make 2009 the year of the customer. If you don't do this, your customers will! We're fascinated listening to business people say they are customer focused or customer driven, while their business models are focused on internal issues or self-oriented profit needs.

Make 2009 Your Best Year Ever Part II - Click To Read Article
We still hear far too much whining and complaining about the economy. Work with clients to stimulate our collective economies.

Make 2009 Your Best Year Ever Part IV - Click To Read Article
Recruiting, hiring, and developing high performers. New generation employees quickly lose confidence in managers who let performance issues slide.

Make 2009 Your Best Year Ever Part VI - Click To Read Article
Begin 2009 by scrutinizing your organization, and yourself, with fresh eyes. Brutally challenge your strategic plans. Clarify the mission of the organization, its vision, and actions on behalf of creating the organization of your dreams.

Execute Your Strategic Framework Part I - Click To Read Article
Business schools tend to teach strategy development, but executing strategies is the critical factor. The problem with poor performance is rarely bad planning. Leading and executing strategies is a difficult and formidable task. Mather explores why strategies often fail to produce results and what to do about it.

Executing Your Strategic Framework Part II - Click To Read Article
Business schools tend to teach strategy development, but executing strategies is the critical factor. The problem with poor performance is rarely bad planning. Leading and executing strategies is a difficult and formidable task. In part two of this series, Mather explores a non-traditional way to produce results by implementing a strategig framework.

Dont But Heads With Customers - Click To Read Article
Customer objections can become stepping stones or stumbling blocks. Many salespeople fall into the “yes but” trap which weakens their negotiating position and could blow the sale.

Business Tip 2: Follow The Money - Click To Read Article
When asked, virtually all executives we interview complain that their margins are shrinking. This is a concern since our market is a global, hyper competitive commodity and price driven, margin battering place. How you made money last year may not make you money this year.

Change Is A Constant - Click To Read Article
Dave Mather, a 30+ years sales and business consultant gives new insight into the tired old subject of change. Become a genuine change master.

Business Tip 3 Getting Profitable Action - Click To Read Article
Few executives successfully connect others to the organization’s desired outcomes. Often what’s missing in their conversation is contrast.

2009 New Year's Resolutions That Work - Click To Read Article
Here are several useful suggestions to increase the probability that your year 2001 New Year's resolutions will stick.


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