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…
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.
As we enter the time of year when many companies begin to think about their Strategic Plan, it is a virtual guarantee that growth will be one of the top 2-3 strategic goals. We get to see many organizations from the Fortune 500 to the Fortune 5 Million and they…
Building on previous blogs, change is hard and in complex selling environments, a business case is typically required as part of the buying process. They will vary in formality and content, but in the land of consensus decision making, the business case for change is the one common denominator that…
Further to our latest blog titled “Are Your Customers Your Real Competition?”, the next concept is about how can you work with your customers and prospective customers to enable them to make change. If your team is creating the demand, when you show up the customer is firmly entrenched in…
It is January 2nd and for most, the first day of the new business year. As an Executive or a Sales Leader, are you and your teams ready to roll? The implication of the question is that there was a lot of thinking and planning done in Q4 to get…
How many of you want to get off the wheel and do something for yourself? Who would like to pick with whom you work and invoke the “no @#$hole” rule? Being an entrepreneur is unbelievably hard and under appreciated work. That said, in the season of giving and resolutions, I…
