Stop fighting for a client you would get today. STOP IT.
You have already lost.
Provocative huh? It is meant to be.
Month: February 2017
Congruency
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
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?
What You Know is Not a Substitute for What You Need to Know
Over the course of my career people act on information they have. Often this information is incomplete at best and at worst not relevant.
Read moreWhat You Know is Not a Substitute for What You Need to Know
There is No Secret Sauce
Yes, you saw the title correctly. There is no secret sauce.
I am a reader. I read lots of blogs and lots of books. I often can’t resist the ones titled something like… “3 Ways to Success”, “5 Killer Traits of Leaders”, or especially anything titled “The Secret Sauce.”
However, the more I read the articles titled this way, the more I get let down. Everyone wants instant pudding. Everyone wants the one thing they can do tomorrow that fixes everything. Look, I want that too, but here’s the thing: THERE IS NO SECRET SAUCE.
The Importance of Community
I think people want to “go it alone” because of a cultural impatience that is ingrained within us by the very same school system that discourages collaboration, and encourages egocentric “tunnel-vision.” It’s akin to a pandemic, infecting the very fabric of who we’re becoming, and make no mistake about it: This is really bad.