Stand Out in the Crowd

There's a sales adage that goes… "If you can't differentiate by what you sell or how you sell it, then the only thing left is price."  True, but the real question is, when it comes to differentiation, what REALLY matters and what’s the one source that’s solely under your control? When I ask salespeople to describe their sources of differentiation, the typical answers relate to product or service superiority. This makes sense, as most sales training is oriented toward understanding products and services. The trouble is that in an increasingly competitive marketplace, you may frequently find yourself in a losing [...]

New Face at Iron Coaching

The twists and turns of life produce unforeseen outcomes. The morning of April 30th 2013 started out as a typical Tuesday, each Intraversato family member in his or her get-the-day started process.  Fast-forward to 7:25am, the time that showed on my phone when an ambulance, loaded with Pat, my husband and Iron Coaching founder, rushed from our driveway en route to OHSU. Twenty minutes later I received a call from an emergency room neurosurgeon telling me that Pat had an “acute subdural hematoma” - medical terminology for a massive bleed in his brain.  Barely comprehending the situation, I authorized them [...]

Developing Emotional Intelligence

Emotional Intelligence (EQ) is at the core of our competencies in relating to others. What are they and why are they necessary both personally and professionally? First, the four main competencies are: Self-awareness – the ability to read one's emotions and recognize their impact while using gut feelings to guide decisions. How may times have you made a decision and looked back on it and thought- maybe if I had taken more time to understand the other person's feelings. Self-management – involves controlling one's emotions and impulses and adapting to changing circumstances. Your company is going through low, moderate, massive [...]