"Sell" the Benefits Your Work Provides – Not the Products & Services

Jul 8, 2014 | Sales, Marketing & Customer Service

Most people buy on emotion: They want something that will make them feel good or take a problem, issue or pain away. People (& businesses) buy products & services because they want the BENEFITS or RESULTS those products & services provide. Newlyweds don't get excited because they "got a mortgage." They get excited because a mortgage will allow them buy their first home. Be able to quickly and clearly identify at least 2-3 benefits or results each product or service you offer...

To Be Nimble You Need Concise Plans, Values, Respect, and Necessary Conversations

Jan 14, 2014 | Leadership Development

If you haven’t read it yet, read Adam Bryant’s book: Quick and Nimble – Lessons from Leading C.E.O.’s on How to Create a Culture of Innovation. His insights are important for my readers and clients because they so nicely echo several core leadership concepts I share with my clients during my programs or executive coaching sessions with them. In his book, Bryant covers six key ideas to create a culture of innovation and nimbleness. I’ll list Bryant’s terms and then mine: Create a Simple...

If Zoop^® is Valuable, Why Aren’t You?

Nov 12, 2013 | Strategic Planning

(I came across this article in my archives. I think the lesson it shares is still highly relevant. So I thought I'd share it again...) I attended a conference yesterday and had the opportunity to hear Mark Sanborn give the closing keynote. Mark is an internationally acclaimed business speaker on leadership. During his speech, Mark provided a number of techniques for dealing with this new, difficult economy. One story he shared, however, really struck a chord with me. He relayed the...

Creating Procedures – Keep It Simple

Jul 16, 2013 | Leadership Development

I was recently asked to provide some insights into how an organization can easily, yet effectively, create documented procedures (i.e., systems). If you've followed any of my writings over the years, you know I'm a huge proponent of checklists, procedures, and simple documentation to ease a leader's and the team's working lives. I don't like to create complicated bureaucracies of paperwork, just easy-to-follow guides. Simple, clear checklists or standard operating procedures, when created...

Fish In The Right Ponds

Feb 12, 2013 | Sales, Marketing & Customer Service

I heard Greg Caruso of Successful Exits share a story recently that I found valuable for my clients because of its simplicity and truth. When he was young, Greg loved to fish. When he grew older, life got in the way until one day he made a conscientious decision to restart his childhood hobby. He started fishing again in his favorite pond. However, now as an adult, he didn't seem to be as lucky. He caught very few fish. One day, as he was unloading his car after another disappointing...