Blog

The 3-Month Strategic Plan

A few nights ago, I was having dinner with some friends, who are also business colleagues. A question came up at the table re how one the guys approaches strategic planning. He is the CEO of Financial Institution [a large Credit Union to be specific]. His answer was interesting based…

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Negotiation Lessons From A 4-Year-Old

Children are renowned for their constant negotiation of even the simple things in life. What continues to surprise me is the apparent sophistication with which they approach the task. How planned it is may be hard to judge, but the effectiveness is not. My son will be five in a…

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The Price To Win

You would be hard pressed to go through a Deal Review and not have this as a question asked by one of your Executives or teammates. What do you think the Price to Win is? In general, we will always be guessing, but some guesses are more informed than others.

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The Red Team

I was doing some work with two different clients in the past week where the concept of the “Red Team” came up in conversation. Rooted in military history, a Red Team is an inside group that explicitly challenges a company’s strategy, products, and preconceived notions. It frames a problem from…

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Fail Less or Win More

If you were given a choice, looking at the effectiveness of sales organization, would you rather lose less or win more? The word “both” was likely just echoing in your head. What we know to be true from both external data sources and the work we do with clients [large…

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Complexity Leads to Commoditization

I get into a lot of conversations about the increasing Complexity in our customers environments and how that rolls down hill to us. All of our worlds are getting more complex as competitive environments intensify, access to information continues to expand and expectations continue to rise. What is the impact…

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Who Is Your Real Competition

Building upon last week’s blog, if we are selling CHANGE, then who is your REAL COMPETITION? Although we all have worthy and formidable competitors, in this new world, our primary competitor is our CUSTOMER or PROSPECT. If you have 100 deals in your sales funnel, more than half of them…

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What Are You Really Selling

When I ask this question of large groups, people know it is a trick question, but still default to common answers. Very naturally, our instinctive response is to think immediately of our specific products or services. The most common answers I get are that we are selling Solutions or Value,…

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