One of my customers, who had been my E-Myth Customer, now a ScaleUp customer, reminded me of the importance of Innovation, Quantification, Orchestration.
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Topics: Michael Gerber, Quantification, E-Myth Revisited, Innovation, Orchestration
What are Key Performance Indicators? What they should entail? How do you determine which to track? How often if ever you should change them?
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Topics: Business Growth, metrics, key performance indicators, Quantification, Qualitative Customer Feedback, Quantitative Customer Feedback, KPI's, Scaling Up Verne Harnish
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Topics: Accountability, Discipline Plan, Quantification, Key Metrics
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
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
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
What's the biggest obstacle to making a sale today? Answer: Your prospect doesn't believe he has a problem, and if he does, he doesn't believe he has the capability to change. In fact 40% of all sales don't close, not because your competition won the opportunity, but because your prospect didn't see the problem or didn't believe they could change. That's right 40% of your opportunities are lost simply because your prospect didn't see the problem or wasn't convinced they could change.
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Topics: Sales Process, Quantification, Jeff Thull, Business System
Eric Keiles and Mike Lieberman authors of Reality Marketing Revolution, asked thought provoking questions and let us know that the old model for marketing is broken. The good news you can change your behavior and find a way to position your company as remarkable.
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Topics: Business Growth, Strategic Discipline, Marketing, Business Vision, Quantification, Strategic Planning
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