Quality leadership training for your front-line employees should align to your talent strategy which in turn should align to the overall corporate strategy. You may have determined the needs of your employees through a formal ‘Learning Needs Analysis’ or by informal data gathering on the current and future skills required. Either way, selecting a training... More »Get QLTY: The Simple Way to Select Quality Leadership Training
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Adweek posted an infographic last week citing numerous studies to reveal that brand name is becoming increasingly less important to people. Nearly two-thirds (65 percent) said they’d choose generic brands instead of their favorite brand if the generic happened to be on sale. Quality and independent, third-party evaluation of brands is also rising. A majority... More »A Business “Story,” Not Brand, Drives and Defines an Organization’s Value
You Relied on What You Were Told “Never ever mistake the smile upon my face as agreement to the words coming out of your mouth. There’s no telling what I may be thinking.” – Lisa Pool There are plenty of reasons I may be smiling while you are talking. One of the most common misconceptions... More »Five Reasons Your Sales Forecast Will Be Wrong
Unless you’re fortunate enough to be the only player in your industry (say, the only dedicated supplier of lion-taming equipment in North America), you’ll need to differentiate yourself from your competition through your unique selling proposition, or USP. A strong, instantly recognizable USP can make or break businesses operating in competitive markets, so it’s essential... More »How to Create a Ferocious Unique Selling Proposition
More than a decade ago, I was asked by a group of project managers to consult for their company. The executives were of the belief that project management was a failure and the function should be dissolved. Altogether, I was invited into the firm to perform a Root Cause Analysis and possibly make recommendations. In... More »The Need to Validate Project Assumptions
As I sat in a meeting with a prospect, the conversation started morphing. Their voice began hitting my ears like the sound Charlie Brown’s teacher made. “Wa wa waa, wa waa, wa wa wa waa.” It was obvious from the very beginning of the conversation that this person wanted us all to know they knew... More »Leadership Requires Knowing When You’re Wrong
Good writing has become an indispensable skill for success. Develop this habit to help your own writing turn the corner. More »One Habit That Will Make You a Better Business Writer in No Time
Even when they take vacation time, your employees might not be getting away from their work. More »On Vacation, Your Employees Are Working Pretty Hard
Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. The issues can vary from travel policy and territory design to compensation structure and bonuses. An issue that is receiving increased attention is the cost of turnover. For those who have not recently taken a serious look... More »A Sales Leadership Red Flag – Turnover Matters
Are you a thought leader? Can you even define what a thought leader is, and what conditions cause someone to consider you to be a thought leader? For the marketing, communications, and public relations world, understanding what defines a thought leader is an obvious and logical prerequisite to helping one of your company’s subject matter... More »Who is a Thought Leader?
You make fantastic products and have control over your production processes. To make the next step in efficiency you’re thinking about faster order administration and decreasing your time to market. We’d like to invite you to consider the following practical possibilities… 1. See suppliers as part of your own business The world has changed dramatically... More »7 Tips for Production Managers to Increase Co-Operation and Speed
Not long ago, I was meeting with the top management team of large organization. They had traditionally, had a large field sales organization. The performance of the organization was OK, they were making the numbers, but increasingly challenged. Sales people were just overworked, stretched very thin. Volumes and expectations were increasing. The needs for recruiting... More »Inside Sales Is Only Great For Transactional Commoditized Products!
All B2B marketers want sales leads. It’s what pays their bills, pays their company’s bills, and shows that all their hard work is paying off. It’s not surprising that, when you’re getting the good hang of it, you start pushing for a higher production. It’s like when you’re in an Easter egg hunt and you... More »Want to Rush for Sales Leads? Get a Bigger Basket
Facing increased competition and downward pressure on margins, professional services organizations (PSOs) are scrambling for ways to reduce costs. One key territory they’re scoping: the cost of IT. A recent survey from IDG revealed that average IT spend per employee is $15,660. This is a pretty significant number and means that even a relatively small... More »Reducing IT Spend Per Employee In Professional Services Organizations
The trade press is filled with articles about how CMOs and CTOs must work together, or how marketing must learn to appreciate tech. I agree, but there are also a lot of articles stereotyping tech people as numbers-driven geekbots who don’t appreciate how art and science can work together. Surely you know better than that... More »Startup Land, Where Technology and Marketing Work Together