Your Customer Wants Strategic Benefits

Identifying the customer’s real needs is critical to faciliate a sale. Matching it with your unique capabilities enables you to prepare for a winning sales presentation. In Conversations that Win the Complex Sale, Erik Peterson and Tim Riesterer note that company sales presentations need to positioned from strength... Read More

Social Influence: Don’t Underestimate its Power

As a social psychologist with a strong interest in behavioral economics, I enjoy learning new ways that people influence one another – so we can use them for good purposes. Jonah Berger, in Invisible Influence: The Hidden Forces that Shape Behavior, identifies several factors that ... Read More

What’s Your Power Position?

Identifying the customer’s real needs is critical to faciliate a sale. Matching it with your unique capability  is just as important – and the answer needs to be identified before preparing your sales presentation. In Conversations that Win the Complex Sale, Erik Peterson and Tim Riesterer note that... Read More

Creating a Culture of Innovation

Once you’ve committed to an innovation strategy, you need to make sure that the culture will support it. In addition to the many steps the leaders must take (which were mentioned in prior blogs), here are a few additional tips: Make sure that teams tasked with producing potentially disruptive innovations are truly cross-functional. The diversity of perspective is key to both spurring creativity and avoiding potential blindspots when it comes to execution. ... Read More