For some, this is the holy grail of marketing. If only more people knew what you know. If only they were aware of what you have to offer, of the work you can share. Perhaps you can get more people to click on your video, read your tweet or see your Instagram. Alas, awareness is…Read moreRead more
Getting the word out…
Why even bother to think about strategy?
Theres confusion between tactics and strategy. Its easy to get tied up in semantic knots as you work to figure out the distinction. Its worth it, though, because strategy can save you when tactics fail. If a tactic fails, you should consider abandoning it. But that doesnt mean that theres something wrong with your strategy….Read moreRead more
But are you doing your work?
Here is a hint: your work might not be what you think it is. A doctor might think her job is to cure diseases. But in fact, thats not what gets and keeps patients. The cure is a goal, and its important, but its not sufficient. The technical tasks are important, but the work involves…Read moreRead more
Two kinds of practice
The first is quite common. Learn to play the notes as written. Move asymptotically toward perfection. Practice your technique and your process to get yourself ever more skilled at doing it (whatever ‘it’ is) to spec. This is the practice of grand slalom, of arithmetic, of learning your lines or c++. The other kind of…Read moreRead more
How to have your Better instincts….
“Go with your gut,” is occasionally good advice. More often, though, it’s an invitation to indulge in your fear or to avoid the hard work of understanding the nuance around us. Better advice is, “invest in making your gut smarter.” The world is a lot more complex than our gut is likely to comprehend, at…Read moreRead more
Four ways to improve customer service…
Delegate it to your customers. Let them give feedback, good and bad, early and often. Delegate it to your managers. Build in close monitoring, training and feedback. Have them walk the floor, co-creating with their teams. Use technology. Monitor digital footprints, sales per square foot, visible customer actions. Create a culture where peers inspire peers,…Read moreRead more
A professional stumbler….
Leo’s working hard to do something he’s never done before. He’s just turned one, and he doesn’t know how to walk (yet). There are no really useful books or videos on how to walk. It’s something he has to figure out on his own. But instead of waiting on the couch until the day he’s…Read moreRead more
Top 30 Open-ended Questions for Business Development Team
Open-ended questions are incredibly valuable to the sales process (as long as you listen). They help you gather information, qualify sales opportunities, and establish rapport, trust, and credibility. As a sales professional, its very important to have a repertoire of powerful open-ended questions questions that are answered by more than a simple yes or…Read moreRead more
Is ignorance the problem…?
It’s nice to think that the reason that people don’t do what you need them to do, or conform to your standards, or make good choices is simply that they don’t know enough. After all, if that’s the case, all you’ll need to do is inform them, loudly and clearly. So, that employee who shows…Read moreRead more
Cost reduce or value increase…?
Organizations that want to increase their metrics either invest in: Creating more value for their customers, or Doing just enough to keep going, but for less effort and money. During their first decade, the core group at Amazon regularly amazed customers by investing in work that created more value. When you do that, people talk,…Read moreRead more