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Mission ImPossible: 4 Steps to Finding the Truth in Your Pipeline Let me know if this scenario sounds familiar… You’ve got a sales team (of some sort). You’re invested in marketing. You’ve got some sales leader or a group of them who are responsible for “driving revenue.” And you’ve got goals for growing your company…Read More
I had a problem. Customers wanted training. They’d pay for training. I knew they needed something else. It would take longer, require more work and money, but deliver a 5x greater likelihood of a positive outcome. Training would be part of it, but not till after we’d looked at their market, hiring, management, compensation…Read More
If you ever have to sell anything, especially services, you know that you’re trying to ANSWER several questions for yourself or your company: Can we help this person? Do we want to work with this person? Will this person pay us? Just as important, though, you need to answer questions for the POTENTIAL CLIENT:…Read More
Strategy. A word that made Bill Bain and Mitt Romney a LOT of money. It also didn’t hurt most of the CEOs who hired these guys. But it’s often ignored, even though, I’ve written about it so wonderfully in relation to Narcos: Mexico and how the service academies play college football. And yes, about Tennessee…Read More
I do a lot of work with professional service providers: Attorneys (across several practice areas) Consultants (in various fields) Accountants, fractional CFOs, and bookkeepers Financial services providers Engineers and architects You may even throw real estate and some insurance professionals into that group. They’re doing great work. They’re pros in their fields. They make their…Read More
The Sales Engine and How We Build It. The Basics. At a certain point in consulting, you start realizing you’re doing the same thing over and over again, even if you didn’t mean to. You see that most companies need the same things, to different degrees. So in an effort to make my own life…Read More
Manager, Do Your Job. The 5 Tasks A Manager (Or Small Business Owner) Must Do The most important work of a manager’s role is usually neglected. Why? Perhaps it’s because the manager believes they “hire adults” and “don’t have time to babysit.” It could be a misunderstanding of modern leadership. It could be that they’re…Read More
When Your Skill Set Holds You Back. Dr. Jim Kestenbaum has been in my life for the better part of 10 years. A boss hired him to work with me for a year, and the sessions we engaged in changed the course of my career, how I worked, and how I saw myself. Because of…Read More
4 Days in a Heart Hospital And my new 10 rules for life that resulted. *Note: if discussions that touch on spirituality in any shape bother or offend you, this might. ** Notes 2 and 3: If you’re looking for something about sales, or strategy, or people management, you’ll be disappointed. Ditto if you want…Read More