Bob Schultek For some, considering a new idea or approach, a change from the current method, represents an opportunity to improve the existing. For others, it represents a threat – what if things go wrong? Conflicting perspectives, driven by people in an organization, with different experiences, who see the world differently. They are the opposing sides of a proposed change, the two driving visions of change. The supporters of change seek to challenge the current line and …
When the selling/problem solving process is done well, both buyer and seller can be satisfied with the final price. To earn your price, and leave the customer feeling satisfied with that decision, preparation is the key. Use these 3 methods to maximize preparation: Start early. Ensuring that both parties will be satisfied when the deal is done begins with your decision to do more than resolve a customer’s current pain. Early in the discovery process, …
Leaders are hired to break things. To generate, and sustain, improved results, they push past the status quo, making a purposeful choice for productive change. And because our economy is so dynamic, breaking things must become perpetual. Managing the risk associated with continuous adaptation, and using energy to defeat fear, is a key characteristic of leadership in this era. A more robust and sustainable business is derived from these benefits of change: Deciding to change …
In this age of limited time and unlimited access to information, customers want more than better, faster and cheaper. They specify 3 factors that persuade them to choose you. Customers seek to learn if you are more interested in helping them make money or in taking their money. They choose you once they sense your commitment to their success, and evaluate your motivation using these 3 criteria: Sharing valuable insight about market trends. Customers understand …
When organizations promote “initiative” as a core value, they often encounter the “initiative dilemma.” How can you encourage initiative and avoid the typical pitfalls that prevent action? Encouraging initiative energizes employees to make improvements, solve problems, deal with change, and provide customers with exceptional service. When executives were recently polled about the most productive way for employees to advance, 82% responded with: “Ask for more work and responsibility.” When employees are asked why they are …
Every marketing strategy must answer seven key questions. 1. WHO are you trying to reach? Specify your target audience and stay focused. 2. WHAT is your story? How credible is it? 3. HOW does your story align with the established perceptions of your target audience? What do they believe? What do they need? 4. HOW will you alert your target audience to your offering? How will you raise their awareness? 5. HOW soon do you …
When your team encounters challenges, obstacles or criticism, they face a choice about how to react. At moments like these, they need you to help them adopt a mindset that leads to success. Stanford University psychologist, Carol Dweck, uses the word “mindset” to describe how people are constantly monitoring and interpreting what’s happening to them, what it means, and what they should do. People can choose to react to challenges or criticism using a “fixed” …
Give people choices, some control over their actions, and their performance improves. This is the essence of autonomy and why it is a proven motivator. But once autonomy is earned, then it must be managed, because the circumstances that originally enable it are likely to change. If you want your high performing, self-directed people to succeed, then monitoring the situation in which they work is critical; one change in your team’s work pattern can cause …
Since directly linking sales growth to some marketing program is unrealistic, measuring the ROI for these initiatives is often based on monitoring the number of newly generated leads, tracking these through qualification to proposal. But what if the lead-to-proposal process is not being monitored? According to a recent report, 80% of qualified leads get wasted…they never get followed-up by the sales team. A qualified sales lead is a prospective customer whose need has been …
Goal achievement is accelerated when results can be visualized. What does exceptional customer service, or extraordinary teamwork, or a successful new product launch look like? How do realized benefits from these initiatives fulfill the Company’s purpose or create momentum towards a Company’s vision. You can’t achieve what you can’t see. Throughout history, humans have practiced the act of visualization, thinking in mental images or pictures. Athletes consistently utilize this technique to help them achieve their goals. …