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 […]
In the words of Dilbert creator, Scott Adams, “Change is good…you go first!” For most of us, this resonates. We all want to see it, but many fewer want to do it! In the Sales and Marketing world, the impact of this reality is having devastating effects. The responsibility belongs with Sales and Marketers, but many fail to recognize that their messages don’t suggest any reason for buyers to change from what they are currently doing.
Following is an excellent visual example of Challenger marketing from TaylorMade, that takes conventional wisdom and turns it on its head.
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 […]