Blog

Value - What Is It?

Wed, 04/05/2017 - 11:47
A long time ago - in a not too distant planet … Ok just about 10 years ago and while I was an employee...talking to my boss: My boss wanted me to create value for my clients. When I asked him what he thought that meant he stumbled. It occurred to me that no one has ever asked that question before. He quickly regained his footing and made the statement, “Give them more than what they want”. That really confused me. What if what they want is the value they need and want? What if more is actually not a positive thing for the client?

Today is Already Lost

Thu, 02/23/2017 - 20:43
Stop fighting for a client you would get today. STOP IT. You have already lost. Provocative huh? It is meant to be.

Congruency

Wed, 02/22/2017 - 19:47
Choices - Every word you speak and action you take is a choice. Many times in business, I watch boards, CEOs, and managers choose words that are not congruent with their actions. There are certain areas where I see this over and over again.

The Sales System Should Match the Product

Tue, 02/21/2017 - 12:00
If you are selling in a way that doesn’t fit your product/service you can’t optimize your sales to maximize your company. There are _____(too many)_____ types of sales systems: Commodity selling, Solution Selling, Consultative Selling, Relationship-based Selling, Timing-based selling. How do you choose the "best" one?