Challenger Sale: Change Your Trajectory

Have you ever experienced planting your lawn by seed rather than laying sod? If so, you are likely familiar with the concern you feel after seeing no growth nor signs of life after the first week. This leads to subsequent doubts, which come to you in the form of questions such as, “Is this working?” […]

Reorganization or Turnaround? (Part 2): Top-Line Temptation

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 […]