Strategic Discipline Blog

When we help Metronomics/3HAG customers build their Swimlanes, we ask them to begin with the end in mind.

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Topics: recruiting, Metronome's Tip Top Business Growth Summit 2023, On the Edge, Team Ego, Alison Levine

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us.” —Marianne Williamson

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Topics: Relationship Drivers, superior human relations, Attitude, Challenging Work, Elevate, Robert Glazer, Self-Limiting Beliefs, Energy Vampires

Dr. Marcus Elliott, a Harvard-trained physician and the owner of P3 Peak Performance Project, is no ordinary physician.

In The Comfort Crisis, Michael Easter describes Elliot’s dedication to misogi, an artificial construct designed to discover what mentally and spiritually you can put yourself through to become a better human.

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Topics: Human Potential, The Comfort Crisis, Michael Easter, Flow State, Reach our potential, misogi

It’s called hikikomori.

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Topics: The Comfort Crisis, Michael Easter, Ideal Community Size, Dunbar's Number, Savann Theory of Happiness

Michael Easter’s The Comfort Crisis is extensively about his journey into the remote Alaskan backcountry on a demanding thirty-three-day hunting expedition to experience the hunting Caribou. But it’s much, much more.

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Topics: Strategic Learning, The Comfort Crisis, Michael Easter, Leaders Are Learners

Indecision occurs at moderate to high levels on 87 percent of sales calls.

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

Buyer’s indecision is fear of not receiving the benefits expected from purchasing. Leaders don’t get fired for omission as often as for commission mistakes. Removing buyer indecision includes taking risk off the table.

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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Take Risk Off the Table

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