Monthly Archives: September 2010
The Referral Engine by John Jantsch
I am excited about John Spence coming to speak to our audience on October 28th about “How Successful Companies Take Market Share from the Competition.” I was visiting his website and came across a book review John wrote about the …
Are You Remarkable?
There are many questions you need to ask yourself every day to determine whether or not you are remarkable. Would you be proud of the things people say about you or not? Did you do enough for anyone to notice you or not? Did you stand out in a positive way or not? Would people want to work with you again or not? Would people want to buy from you again or not?
The 7 Strata of Strategy: Growing Your Business
By Verne Harnish It’s no secret that the recession has decimated the building industry the last few years. But Jeff Booth’s company, BuildDirect.com, isn’t hurting. It sells building materials at a steep discount through its website, thanks to arrangements to …
Optimizing Sales Force – Two Most Common Mistakes
There are two common mistakes companies make that cause them not to optimize their sales force. The first is self-diagnosis. Companies hire consultants to be their experts to help them improve their sales force, but have already decided what needs …
Diagnosing the Sales Force
In today’s market success is all about taking market share. Often organizations do not go deep enough in their diagnosis and do not have the tools to determine why their sales force is not maximizing growth. It is usually best …
Get Fired or Support Mediocity?
I recently got fired by a client and am very pleased with that outcome. From the start, I made it clear that success (achieving their goals) would only happen if: They would actually make the changes I recommended; The president …
Without Motivation We Look for Reasons Not to Change
Recently, a client contacted me and asked for help in moving a sales opportunity along. After careful consideration of the facts, we realized that his current circumstances left him no opportunity to get this deal. In the same week, I …
New Way For Professional Services to Get Customers
Today’s technology has changed the landscape as to how commerce happens in all industries. People communicate differently and have access to more information. Employees telecommute, and it is easier to do business globally. Customers choose their products and services differently. …
Confusing Environment and People Problems
If you have not yet read Switch: How to Change Things When Change is Hard by Chip and Dan Heath, put it on your “must read” list. In it, the Heaths refer to a study done by Brian Wansink, who …
