Business Improvisation

ASCI is a proud member of the NeuroLeadership Institute.  We have found the research and content very valuable to our practice and ultimately our clients.  The 2009 NeuroLeadership Summit will take place in Los Angeles at the UCLA campus in Westwood October 27th through October 29th.  It should be another outstanding summit. Read the rest of this entry »

There are several critical sales skills that that can increase your success with your clients that go beyond the traditional mass produced ‘one size fits all’ sales training. Skills associated with account strategy, competitive counter tactics, advanced questioning models to reveal value, the neuroscience of change and my personal favorite; status. Read the rest of this entry »

In the past year I’ve been doing a lot of reading about NeuroLeadership. It’s a very interesting field of the key is your brianmanagement study that combines how the brain works or neuroscience with the practices of leading change in people or organizations. The material is fascinating and I find that it supports, through research and science, many of the recommendations and counsel we offer clients about sustaining change. Read the rest of this entry »

Business has been cooking at ASCI over the last 6 months or so: our Situational Leadership Workshop is becoming more and more popular. I think corporations are beginning to see that best answer to any business problem or dilemma is “it depends”. It depends on the situation, on who you are, on who you’re dealing with and on a million other possibilities. So how do you pass along wisdom, how you we learn, why do I read all those business books?

It depends, really. Read the rest of this entry »

ChangeThis was built in the summer of 2004 by Amit Gupta, Catherine Hickey, Noah Weiss, Phoebe Espiritu and Michelle Sriwongtong. You can read their bios in this blog entry. The original idea behind ChangeThis came from Seth Godin. You can read about him on his website.

In the summer of 2005, ChangeThis was turned over to 800-CEO-READ. In addition to selling business books, they keep ChangeThis up and running with their love and tender care.

I’ve been enjoying Manifestos on ChangeThis for several years, its been a great source of leading edge business thinking that I’ve found useful in my workshops and writing. Some of the more memorable Manifestos include The Bootstrapper’s Bible and Pushing Past the Dip: How to Become the Best in the World by Seth Godin, This I Believe! – Tom’s 60 TIBs by Tom Peters, The Long Tail by Chris Anderson and my all time favorite The Talent Myth by Malcolm Gladwell.

Yesterday my Manifesto Business Improvisation: The Diving Catch of the Corporate World was published on ChangeThis. Its not in the same league as the authors I mentioned above but I am proud that the editors and readers felt it is worthy of publishing. Take a minute to give it a read, pass it along and please let me know what you think.

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This post is from a white paper on how ASCI uses The GO Game to reinforce and test content delivered in its PVC Sales Training Program. The sales training itself is good stuff but when combined with the GO Game its a blast.

Pervasive Gaming and Experiential Learning


The client, a major Canadian financial institution, engaged Anderson Sabourin Consulting Inc. (ASCI) to conduct sales training. ASCI delivered a two day PVC Sales™ seminar that culminated with an experiential learning event. The GO Game was selected to deliver the sales training content using its unique wireless interactive technology. Read the rest of this entry »

“It depends” is a very common and often correct answer to most business questions. The outcome of a complex situation really does “depend” on a large number of uncontrollable and unknown variables. Sales professionals try to reduce these unknowns as best they can by doing research and asking questions. They strive to understand the competitive and political landscapes as well as train on the features and functions of the solution. Sales professionals strive to analyze the decisions makers and to ensure the value proposition meets the client’s requirements. Other variables, such as the emotional states of those decision makers, can greatly affect the outcome of the sales process.

It really does depend.juggle

It is the job as sales professionals, managers, and coaches to have a strategy in order to manage these unforeseen and uncontrollable variables and increase the likelihood of success. Business Improvisation is a strategy to deal with the unknown in a sales cycle. Read the rest of this entry »

way up

Things have been so busy that I haven’t gotten around to sending out an update to friends and clients that I usually keep in touch with. So I thought to myself why not use this blog. I usually have these internal conversations around 2:00am when I can’t sleep because all the things I need to do keep picking at my consciousness like seagulls around spilled fries. So here’s what’s up… Read the rest of this entry »

I’m on a plane back to the real world after 4 days at the AIN Conference in Banff. First of all, what an amazing location. The valley of Banff has been a learning and spiritual gathering place for the past 15,000 years, the facilities have been updated a few times but location certainly generates some very unique influence. The Banff Centre itself is one of the few arts and business intersections that really works in my opinion. The representatives from the Centre, Colin Funk and his team, were very impressive as well. banff

Read the rest of this entry »


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