Getting Naked

Lencioni, Patrick
October 2010
Leadership Excellence Essentials;Oct2010, Vol. 27 Issue 10, p20
The article describes a consulting approach developed by the author, called naked consulting. According to the author, service providers employing the naked approach will find it easier to keep clients via greater trust and loyalty. He says that the approach also empowers companies to be more open, generous and less desperate in the sales process. The author claims that the leadership team is the keepers of innovation, and is ultimately responsible for identifying the acceptable limits of change.


Related Articles

  • Are you a salesperson, a consultant or a trusted advisor? Gitomer, Jeffrey // Enterprise/Salt Lake City;1/21/2008, Vol. 37 Issue 30, p8 

    The author defines the qualities of a salesperson as a trusted advisor. Steps to consider to measure the competence of a person as a truster advisor are explained. Different levels of competence as a salesperson are listed. Basic elements of a trusted advisor are presented. These qualifications...

  • How one mall got people to buy stuff, and how you can, too. Baskin, Jonathan Salem // Advertising Age;3/23/2009, Vol. 80 Issue 10, p22 

    The article looks at methods used by shopping malls to attract customers. The author discusses the importance of marketing and leadership in mall management. Customer loyalty programs used to entice repeat visits from shoppers are discussed. The author uses a liberal definition of brand loyalty...

  • Smart cards slow to garner widespread use. Blank, Christine // Advertising Age;12/7/1998, Vol. 69 Issue 49, p44 

    This article reports the slow consumer acceptance of smart cards in the U.S. as of December 1998. Currently, smart cards are used for payment and loyalty programs in Europe, but have only been tested in the U.S. on a limited basis. Smart cards look like credit cards, although they contain a chip...

  • IF IT AIN'T BROKE, BREAK IT NOW. Feuer, Michael // Smart Business Pittsburgh;Jan2012, Vol. 18 Issue 9, p22 

    The article offers the author's insights regarding the innovation and strategic planning in business. The author states the importance of adopting new solutions to the problems in order to gain customer loyalty and success in the business. He comments on the impact of innovation using the...

  • Are you a sales leader or a sales chaser? Gitomer, Jeffrey // Inside Tucson Business;1/6/2003, Vol. 12 Issue 31, p11 

    Presents tips on sales. Symptoms of unsuccessful sales transactions; Suggestions in gaining customer loyalty; Hints in making a successful sales transaction.

  • Sales trends, Part III: Ahead of the curve, or whining about the bends?  // Budapest Business Journal;6/3/2002, Vol. 10 Issue 26, p24 

    Provides tips for a successful sales presentation. Trends to help drive sales and consumer loyalty; Usual mistakes made by salespeople; Ways to stay in the competition.

  • Uncover the assumptions that stall sales growth. Harper, Pamela // Sell!ng;Aug2002, p1 

    Discusses assumptions of sales managers on the effectivity of sales strategies that increase revenues and build customer loyalty.

  • Keep the love (and loyalty) alive with longtime buyers.  // Sales Insider;4/22/2011, Vol. 5 Issue 110, p2 

    The article gives advice on how sellers can keep the loyalty of longtime buyers, including asking for their opinions, considering their expertise, and identifying every point of interaction between the company and the customer.

  • Ahead of the curve, or whining about the bends? Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);4/12/2002, Vol. 49 Issue 16, p31A 

    Focuses on the factors that attract sales and customer loyalty in the U.S. Abundance of knowledge on the subject; Utilization of old books; Development of relationship with the customer in a personal way.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics