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Does Your Team Have A “Me Too!” Problem?

October 10, 2016
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I was reading through Kathy Burrows’ latest piece this morning about the future of the sports executive and one section really struck me as pretty apt: the part about augmented viewing and especially in the context of how sports executives often find themselves just following the path of least resistance when setting up and implementing […]

Would Your Vision Make Superman Proud?

October 9, 2016
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Just like Superman, if you have a strong, targeted vision…you can achieve almost anything. Most of the time, the idea of having a strong vision is just tossed around like “meh, we have one, its important…whatever.” The only problem with that is that your vision is an essential part of your business. This means that […]

Get over it! Your strategy will change!

October 8, 2016
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There is a quote attributed to Mike Tyson that says something along the lines of “everyone has a strategy until they get punched in the mouth.” Which is pretty true. Your strategy, when thought about in that context has tremendous potential and opportunity…until you actually start taking action on it. Once that happens, things are […]

Stop It With The Numbers! Why Not Measure Something Important Like Outcomes?

October 7, 2016
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Man, in the world of sales and marketing it is so easy to fall in love with numbers and metrics that make you feel useful and productive. But the question I ask so many of my clients and prospects is: are the thing you measure really all that important? Sometimes I get a knee jerk: […]

Are You Going To Do Something With That Plan?

October 6, 2016
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Strategic planning is great and all! But many organizations fail when it comes time to make that strategic plan into a set of action items that will move the plan forward into the world of results! This is an easy thing to have happen too. Because in many organizations the strategic planning is handled on […]

Do You Really Know Who Your Customer Is?

October 4, 2016
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Here’s something that you might not think about all the time…but do you really know exactly who your buyer is? Or, do you spend a lot of time focusing on just talking to anyone that will listen? You might think that they are one in the same because in theory the people that you talk […]

Do You Understand Value From Your Customer’s Perspective?

October 3, 2016
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When we sell or think about our products and services, it is pretty easy for any of us to spend too much time focusing on what we think is valuable and what we think ought to be important to our buyers. The truth is that this way of looking at value is entirely backwards. What […]