Many leaders believe that strong leadership and a clear plan are enough to align their people and muster the energy they need to act. But when people don’t seem to get your message, look first to yourself. When people know where they are headed, they typically try to move in that direction. When everyone is pursuing the same goals and they are encouraged to achieve great things, enthusiasm grows and energy is invested. People want …
On this day, 13 years ago, we rediscovered the value of life and love. We were forced to reconsider our priorities, to stand together, to comfort one another and to recall our purpose as Americans. The years have passed, but for those of us who experienced it, that day is burned into our memories. That one single day and its aftermath changed the lives of many and of our nation as a whole. There is …
During a recent workshop, Joseph was consumed with his phone. When he did choose to participate with the group, he would ask me to repeat comments or he would interrupt with an untimely question. At one point in the workshop, each participant described the primary problems they were having building their business, and salesman Joseph described his inability to really connect with his customers and prospects. He just couldn’t get them to seriously engage with …
Conversations with new prospects initially focus on what you have to offer. Their first priority is to learn if your business is credible and can fulfill their requirements. What happens next determines if you will gain preference versus your competitors. Once your business is validated as a potential supplier, you get to turn the dialogue towards “why” you are the best possible supplier. Prospects become customers once they discover “why” you seek their business – the right “why” response …
There are only a finite number of productive hours in your day. Every leader is busy and often it feels like there isn’t enough time to accomplish everything you planned. Is ‘busyness’ your excuse for not investing enough time to build your business? Is it sabotaging your growth? How many of your hours are wasted on simple, routine activities that rob you of valuable time and distract you from your planned productive day? You shift …
perMany organizations begin the new year by assessing what worked and what didn’t during the prior year. If your evaluation leads to the conclusion that your business needs to kick start its growth, then consider 3 proven actions that will energize your business. Companies are consumed with surviving and reacting to the marketplace. What began as an opportunistic business loses focus over time, beyond the need to make money. But the risk of failing to …
So began a conference that I recently attended. I knew the speaker was a committed capitalist, a co-founder of an investment capital firm and a staunch believer in the power of businesses to build sustainable value in a no-excuses manner, so what did he mean by proclaiming an end to capitalism? The speaker, Sunny Vanderbeck, co-founder of Satori Capital, quickly clarified that capitalism and the free-enterprise system continue to be the proven, most potent system …
Bob Schultek Ben owns a services business and was convinced that the performance of his employees was the primary reason that his business had stopped growing. He believed that his employees cared only about how much they were being paid and that they should focus on doing their jobs the way he wanted them done. He saw no value in engaging with his folks or encouraging them to continue developing their skills. “If they …
In our work, we hear many different excuses for why a business isn’t growing. Often, it’s the leader of the business who is the primary excuse. Why? Bill owns a small manufacturing business that provides some insight into why he was the main reason that his business was not achieving its growth goals. When Bill purchased the business, he had a vision for what he wanted to accomplish. After a few years of keeping his …
Those of you who follow this blog know that I’m always preaching that your brand message should communicate your unique value. So now, you may get a kick out of knowing that my associates and I are taking a dose of our own medicine.Three years ago, our three growth businesses – GrowthPointe, DecisionPointe and PointeVierge – began collaborating under the umbrella name of TriPointe. You may have never noticed this since we did not follow …
