Just the Basics

In Uncategorized by

When I sit down to talk with clients and prospective clients, I often spend a great deal of time reflecting on where they are in the process of alignment and …

2 key selling metrics

In Uncategorized by

The key in sales is to open more opportunities. We spend a lot of time talking about “social selling” and leads, prospects, and other sales related nouns, but really there are …

Change is ongoing

In Uncategorized by

Change is ongoing and a constant companion.  The more we resist change, the less able we are to advance our agendas and achieve our goals.  The other down side of …

Strategy isn’t tough

In Uncategorized by

I’ve often said that the ability to develop a strategy isn’t all that hard, it is a function of 3 simple questions: 1. What tangible value do you provide? 2. …

Vision?

In Uncategorized by

You have to question any long running business that isn’t founded with some sort of vision.  Here’s why: Without vision, there is no true north for the organization to operate …

What is selling?

In Uncategorized by

When I am working with my clients, I talk about revenue, value, profitability…almost in a trance like mantra. There is a reason for that that I have illustrated on several …

Distance Between…

In Uncategorized by Leave a Comment

Service and value is the distance between adding something unique and just offering another set of hands.  In looking at service, it is important that you have high technical capability, …