After laboring with your leadership team to set a compelling vision for 2013, the chances are, your staff won’t even remember it only 30 days into the new year. Don’t believe me? Take this simple test: Ask 3 staff members about your current vision. Be prepared for the results you will likely find. For those […]
The following article highlights a new rep’s successful transition from Relationship Builder to Challenger, earning him the top sales rep performance for the year. Read more about his insights here…
Whiteboard presentations are great for a number of applications when these two things are present. This article warns of three consequences when they are not.
“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?
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, […]
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 […]
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 […]
The role of the leader is a difficult one, to be certain. Done well, it is one of the most rewarding professional and personal experiences for the leader and those they lead. Done poorly, and at best, your team may achieve incidental success from time to time…despite their leader. After two decades of working in […]
Last week, I wrote about common mistakes made with an underperforming Division or Business Unit in my post titled Reorganization or Turnaround? (Part 1). Most notably, I spoke of the tendency to prescribe a reorganization to situations when a turnaround was really needed, by failing to recognize issues that are below the “waterline.” If you are […]
As the end of the year approaches, CEOs all over the country have a laser-like focus on performance to ensure a strong year-end finish. While many organizations will achieve their financial objectives, many others will come up short of the results they expected. There is yet a third group in which will not only fall short of expectations, but […]