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Buyers have a lot of choices today. More choices don’t necessarily yield better outcomes or more satisfaction. In the Jolt Effect, the authors cite The Paradox of Choice: Why More Is Less, psychologist Barry Schwartz's research revealing the problems with too many options.
Read MoreTopics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Sales Recommendations
Last blog, Buyer Indecision - Why Your Sales Closing Ratio is Declining, we shared why your sales conversions are declining caused not by “customer’s status quo,” but instead by Buyer Indecision.
Read MoreTopics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers
Topics: Sales Process, Sales Training, Sales Indecision, The Jolt Effect, Sales - Customer Status Quo
Topics: Core Values, Core Purpose, Vision, Core Behaviors, Vision & Purpose, Mission, Vision, Values
Five-plus years ago I was introduced to the Drama Triangle at our Scaling Up Growth Summits in Dallas. Follow this link and you’ll discover insights into why you behave as you do, why your employees behave as they do, and most importantly how to adjust to produce a better outcome by using an Outcome Orientation versus a Problem Orientation.
Read MoreTopics: leadership, Effective Leadership, Leadership Core Behavior, Contagious Emotions
When I first heard Shannon Susko speaking at one of your Scaling Up Growth Summits on Swimlanes and a 3HAG, I recall being skeptical. I avoided attending her breakout sessions, attending others I felt were more important to my coaching, and my customers’ goals.
Read MoreTopics: confidence, Swimlanes, 3 Year Plan, Shannon Byrne Susko, 3HAG
Differentiating your business is challenging. It involves dynamic competitors, changing buyer behaviors, market conditions, trends, and frequently changing technology.
Read MoreTopics: strategy, strategy decisions, Strategy - How, Differentiation Strategy, 3HAG WAY, Activity Fit Map, 3HAG, Differentiating Activities
Topics: Rewards & Compensation, Scaling Up Compensation, Performance Punishment, People Strategy
Topics: Core Purpose, One Page Strategic Plan, Clarity of Purpose, Alignment, Purpose, The One Thing, Core Purpose, Clarity of Purpose,, Nine Lies About Work, Meaning
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Doug Wick, President
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
