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Topics: Bringing Out the Best In People, Strategic Discipline, Aubrey Daniels, Discipline Plan, positive reinforcement, Pearsons Law, Jim Collins, negative reinforcement
This past week I posted a blog on Pearson's Law Revisited. I'd only wished I'd listened to Aubrey Daniels' Bringing Out the Best in People first before writing it. In Chapter 11 I was struck by Daniels' comment, "measuring doesn't change a thing!" He noted that a great many people in business believe that measuring a problem is tantamount to solving it.
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Topics: Business Growth, Pearsons Law, Quantification
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Topics: Strategic Discipline, Core Values, Discipline Plan, Zappos, Locus of Control
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."
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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.
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Topics: Accountability, Strategic Discipline, Core Values, Zappos
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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.
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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!
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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.
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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.
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Topics: Sales Process, Jeff Thull, Business System, Diagnostic Business Development Process
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