Strategic Discipline Blog

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

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