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Strategic Discipline Blog

Does the System or Talent Contribute More to Business Growth?

Posted by Douglas Wick on Thu, Jul 10, 2014

What’s more important, having a great system or talent? 

Does choosing systems fly in the face of Jim Collins, “First Who than What” principle from Good To Great

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Topics: Good to Great, Business Growth, People, Jim Collins, Business System

A Personal Story – Can You Sell Your Business?

Posted by Douglas Wick on Sun, Feb 26, 2012

Can you sell your business?

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Topics: Acute Myeloid Luekemia, leukemia, key performance indicators, Business System, Built to Sell

Strategic Discipline’s Fourth Discipline – Work Process Flow Charts

Posted by Douglas Wick on Thu, Jul 1, 2010

The principle of Strategic Discipline consists of three disciplines, meetings, metrics, and priorities. These are the essential tools that John D Rockefeller used to build Standard Oil into the largest company in the world.  They are still the essential disciplines that help your business communicate better and establish the fundamental principles to grow.

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Topics: Strategic Discipline, Work Process Flow Charts, Michael Gerber, Brand Promise, emyth, Business System, E-Myth Revisited

Diagnostic Business Development Sale Process – Jeff Thull

Posted by Douglas Wick on Fri, May 7, 2010

How do you get your prospects to understand the full value of your solution that you provide?  As discussed in previous blogs it has nothing to do with telling them about you, rather it comes from listening and asking the right questions.  The diagram below offer's Jeff Thull's Diagnostic Business Development Process.  The first question the prospect needs to answer is, why do they need to change?  As noted in my previous blog Are Prospects Following Your Sales Process or Theirs? - Jeff Thull as much as 40% fall into a group that don't purchase because they didn't see a problem, or weren't convinced they could change.

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Topics: Sales Process, Jeff Thull, Business System, Diagnostic Business Development Process

Are Prospects Following Your Sales Process or Theirs? – Jeff Thull

Posted by Douglas Wick on Tue, May 4, 2010

What's the biggest obstacle to making a sale today?  Answer:  Your prospect doesn't believe he has a problem, and if he does, he doesn't believe he has the capability to change.  In fact 40% of all sales don't close, not because your competition won the opportunity, but because your prospect didn't see the problem or didn't believe they could change.  That's right 40% of your opportunities are lost simply because your prospect didn't see the problem or wasn't convinced they could change. 

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Topics: Sales Process, Quantification, Jeff Thull, Business System

 

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Doug Wick, President

Positioning Systems

 

The Strategic Discipline Blog focuses on small to midsize business owners with a ravenous appetite to improve his or her leadership skills and business results.

Our 3 disciplines include:

- Priorities
- Metrics
- Meeting Rhythms

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