Do You Have the Right Decision Strategy?

As a business professional who has dedicated my career to identifying the behaviors that create intentional, repeatable results…or what I call Succeeding on Purpose, there is one area I see commonly connected with poor business results. That is in the area of decision strategy. More specifically, this refers to the tendency of professionals to make decisions based upon current, unexpected results they encounter. […]

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5 Misconceptions of the Challenger Sale

I interact and participate in a variety of Sales & Marketing forums and events, and inevitably, when the topic of the Challenger Sale comes up, I hear one of five [often misinformed] points of view on the Challenger Sale. While I am a huge fan of the research and principles of the Challenger Sale, I […]

Is ‘Status Quo’ Perception or Reality?

“Status Quo” – The condition we all are describing these days. Whether talking about sales, marketing, innovation or strategy, our aim is always the same…to “disrupt the status quo.” But, this is commonly misunderstood?

Case Study: Is the Problem Marketing or the Marketer?

The Phone Call… “Am I going crazy?” Having just answered the phone, I had no idea who was calling and asking such a question of me. I responded with a courteous, but cautious chuckle saying, “Well…I think I’ll need a little more to go on. With whom am I speaking?” She paused, told me who it was, […]

Constructive Tension through Insights

If you are anything like me, I learn best from real life examples. This morning, I was reflecting on a conversation I had with a major retailer a number of years ago, that not only got them to think differently, but caused them to adjust their whole strategy. Below is an abbreviated transcript of that […]

Sales: Those that can’t close, can’t open

Ever get bad advice? I read a post this morning that struck me as such as it advised 3 Questions Sales People Should Ask Every Prospect. The three questions [taken from a longer 'disqualification checklist' of questions] recommended asking the following questions of every prospect: 1. What is your biggest [YOUR INDUSTRY] related challenge? 2. Why is […]