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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
Eric Keiles and Mike Lieberman authors of Reality Marketing Revolution, asked thought provoking questions and let us know that the old model for marketing is broken. The good news you can change your behavior and find a way to position your company as remarkable.
Topics: Business Growth, Strategic Discipline, Marketing, Business Vision, Quantification, Strategic Planning
Those of you old enough to remember the Grateful Dead and Jerry Garcia will recognize his insight in a quote provided by Jeff Thull our Fortune Sales & Marketing Growth Summit keynote speaker and author of Mastering the Complex Sale. Jeff said most of us are working way too hard. He had insights into how to change that, starting with this advice, "you don't want to be the best of the best at what you do." Rather follow Jerry Garcia's observation, "You want to be considered the only one who does what you do." You can build your Brand Promise around an uncommon offering like that.
Topics: Business Growth, Jerry Garcia, Brand Promise, Promise, Jeff Thull, Grateful Dead, Mastering the Complex Sale
Topics: Business Growth, Strategic Discipline, Discipline Plan, priorities, Business Vision, Strategic Planning
Yesterday was the first half day of Gazelles International Coaches Summit in advance of the Fortune Sales & Marketing Growth Summit here in Las Vegas. One of the breakout sessions pooled our coaches on the resources and techniques they use to discover our client's Brand Promise and BHAG.
Topics: Business Growth, Strategic Discipline, One Page Strategic Plan, priorities, BHAG, Promise
Your long term goals for your business won't be achieved unless you break them down into individual accountabilities and priorities. As Peter Drucker pointed out, "Plans are only good intentions unless they immediately degenerate into hard work."
Topics: Top Priority, Discipline Plan, One Page Strategic Plan, priorities, Strategic Planning, Page Strategic Plan
Forgive the short detour from the One Page Strategic Plan Quarterly priorities. Yesterday I had about 4 + hours of windshield time and listened to Gallup's audio on Strength Based Leadership. One business coaching tool that I've been recommending for my clients is the Strengths Based Leadership test. [A word of warning you may have difficulty navigating this site before you purchase the audio or the book]
Topics: Business Growth, Mastering the Rockefeller Habits, One Page Strategic Plan, Business Development Tool, Strength Based Leadership
Is it comforting to know that even the big guys get things wrong when it comes to customer experience? Maybe I'm daft, but yesterday when I attempted to replace my old wireless router with a new Linksys [Cisco] wireless router there seemed to be a clear disconnect between what the customer might experience and Linksys efforts to resolve potential problems.
Topics: customer survey, Strategic Discipline, Top Priority, Discipline Plan, priorities, customer satisfaction metrics, Core Competencies
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Positioning Systems
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
