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Some time ago I wrote a blog about Pearson's Law. Few people are aware of it yet when quoted most nod in agreement. Pearson's law states that, "When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates."
Topics: Accountability, Strategic Discipline, Discipline Plan, Mastering the Rockefeller Habits, Pearsons Law, Quantification
Patrick Lencioni, author of Five Dysfunctions of Team, Death by Meeting, The Five Temptations of a CEO, The Four Obsessions of an Extraordinary Executive, The Dream Manager, and most recently Getting Naked spoke to our group of Gazelles coaches at our monthly meeting on Monday.
Topics: Accountability, Strategic Discipline, Core Values, Zappos
Topics: Strategic Discipline, Jim Collins
It's discouraging to discover that if you're spending time on your proposal, talking about your solution, your company and the future you're putting your focus on the wrong things to make a sale.
Topics: Sales Process, One Thing, One Page Strategic Plan, Sales Discipline, Diagnostic Business Development Process
The first day of medical school students visit the morgue. This is where their mistakes end up they are reminded. Nothing quite as dramatic is done for sales people, however if you have an idea how to impact salespeople in a like manner please suggest it!
Topics: Sales Process, Discipline Plan, Sales Training, Sales Discipline, Jeff Thull
One of the keys to success is the discipline to develop systems. Sales people as a rule reject systems. In many cases they feel success is all about them. The good ones recognize they use a system, following essentially the same basics with each prospect.
Topics: Sales Process, Discipline Plan, Quantification
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.
Topics: Sales Process, Jeff Thull, Business System, Diagnostic Business Development Process
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.
Topics: Sales Process, Quantification, Jeff Thull, Business System
The substance of Zappos Core Values provides a huge difference between motivation and inspiration. Tony Hsieh, Zappos CEO indicates that once you get your vision, culture and purpose right you needn't worry about motivation.
Tony is very big on having a meaningful higher purpose. It's the reason he's writing a book Delivering Happiness due June 7th.
Topics: One Thing, Core Values, Business Vision, Zappos, Business Development Tool
Travel and a Two Day Private Rockefeller Habits workshop prevented me from blogging earlier. Today's 1st day of the workshop with my client reinforced the message from Tony Hsieh, Zappos CEO. If you don't know the story of Zappos check them out. Tony started the business in 1999 and completed stock sale to Amazon in November 2009 for $1.2 Billion. He knows a little bit about success.
Topics: One Thing, Core Values, Growth Summit, Two Day Rockefeller Habits Workshop, Zappos
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The Strategic Discipline Blog focuses on 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
