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Strategic Discipline Blog

What Sales Winners Do Differently: Convince.

Posted by Douglas A Wick on Thu, Jun 6, 2013

Winners are more than twice as likely to create the perception that the overall value they offer is superior.  When a second-place finisher doesn’t create this perception, it turns out it is the number one most important factor they needed to do differently in order to influence buyers to select them.

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Topics: Sales Process, Objective Management Group, Sales Training, What Sales Winners Do Differently, RAINGroup.com, Sales Discipline

What Sales Winners Do Differently: Connect

Posted by Douglas A Wick on Mon, Jun 3, 2013

Connecting.  In our monthly sales training with one of my clients we’ve established that building rapport, respect, trust and the relationship is the most important part of the sales process.  The RAINGroup.com’s study What Sales Winners Do Differently includes tips and research that diminish this aspect of selling in today’s environment. 

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Topics: Sales Process, Sales Training, Sales Evaluation, What Sales Winners Do Differently, Sales Discipline, Connecting

Tombstone – Is Consultative Selling Really Dead?

Posted by Douglas A Wick on Thu, May 30, 2013

Have you heard the news?   Consultative Selling is Dead.   This from an Inc Article, Why Consultative Doesn't Work.  Not alone, Harvard Business Review issued an article in as much agreeing with this End of Solution Sales

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Topics: Sales Process, Dave Kurlan, Sales Training, Sales Discipline

Does Your Company Wear Its Culture?

Posted by Douglas A Wick on Mon, May 27, 2013

Do you display your company’s Core Values in your business?   Where?  Does everyone in your company to see them on a regular basis each day?  Do you have a War Room, or a public place where elements of your business like this, Strategy Statement, Core Purpose/Mission, Brand Promise are prominently on display?

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Topics: Core Values, Core Purpose, Grow: How Ideals Power Growth and Profit at the Wo, The Advantage, Business Culture, How to Motivate Employees

Solve Specific Problems With Employee Engagement Questions

Posted by Douglas A Wick on Wed, May 22, 2013

Monday morning during the Collective Intelligence portion of one of my customers weekly meetings we engaged in asking the team specific questions from the Q12 Gallup Employee Engagement Processto help solve a specific issue on this company’s top priority for 2013.  

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Topics: employee engagement, collective intelligence, strategy, Q12, Gallup's Q12 Employee Engagement Survey

Customer Service Complaints – Good or Bad?

Posted by Douglas A Wick on Mon, May 20, 2013

A customer complaint is a good thing.  It means you know that you need do to something for improvement.

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Topics: Customer Feedback, Net Promoter Score, employee engagement, customer service, customer satisfaction metrics, Qualitative Customer Feedback, customer loyalty

Who is Your Customer Survey For?

Posted by Douglas A Wick on Wed, May 15, 2013

What’s you reason to gather customer feedback?   
You are collecting customer feedback aren’t you?

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Topics: The Ultimate Question, customer survey, Customer Feedback, customer service, customer survey questions, customer loyalty

Customer Service Improvement Starts Here

Posted by Douglas A Wick on Mon, May 13, 2013

Discovered a great customer experience recently?  When and how were you sure?

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Topics: employee engagement, customer service, customer satisfaction metrics, Q12, customer loyalty, Gallup's Q12 Employee Engagement Survey

Cash – How Fast Can Your Company Afford to Grow?

Posted by Douglas A Wick on Wed, May 8, 2013

 

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Topics: Business Growth, Cash, VUCA, How Fast Can Your Business Grow?

It’s A WRAP - Better Decision Making

Posted by Douglas A Wick on Mon, May 6, 2013

Great decision making is the key to your business success.

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Topics: Strategic Discipline, Decision-Making, Decisive: How to Make Better Choices in Life and W, keys to good decision making, Heath Brothers

Challenges of Scaling Up a Business 

 

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Positioning Systems Brand Promise

1. Priorities: Determine your #1 Priority. Achieve measurable progress in 90 days.

2. Metrics: Develop measurable Key Performance Indicators. 

3. Meetings: Establish effective meeting rhythms. (Cadence of Accountability)  Compounding the value of your priority and metrics. 

(BRAND PROMISE GUARANTEE): We will refund all compensation if our disciplined coaching and proprietary tools fail to meet your expectations.

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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

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