Strategic Discipline Blog

A challenging customer asks for more information. There’s a new competitor, a new benefit, or new technology to research before he/she makes their decision.

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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Sales - Limit Exploration

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.

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Topics: 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.

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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers

A problem well stated is half solved.

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Topics: Sales Process, Sales Training, Sales Indecision, The Jolt Effect, Sales - Customer Status Quo

One of my customers was facing a difficult decision.

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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.

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Topics: leadership, Effective Leadership, Leadership Core Behavior, Contagious Emotions

Coaching has gained credibility and acceptability in the 23 years since I started my coaching career. There are several different coaching avenues to explore to grow yourself and your business. Our guest writer today is Candace Sigmon. I’m on vacation this week, please enjoy Candace’s insights on how coaching can help you.

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Topics: Coach Advisor, business coaching, Coaching

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.

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Topics: 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.

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Topics: strategy, strategy decisions, Strategy - How, Differentiation Strategy, 3HAG WAY, Activity Fit Map, 3HAG, Differentiating Activities

Do your best performers leave you?

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Topics: Rewards & Compensation, Scaling Up Compensation, Performance Punishment, People Strategy