Key Steps to Selling Value

Most sales people know that it's really value, not costs, that drives sales; but many don't know how to effectively present the value case. A Vistage speaker, Kevin McArdle, observed that the #1 reason that sales people don't hit quota is their inability... Read More

Focus for Success: Fewer Than 169 Goals!

Focus - is the key to success. All achievement motivation coaches tell us that we accomplish what we can focus on and measure success. During our executive coaching, I remind clients that five (5) goals is the upper limit in goals. Easy number to remember... Read More

Lessons from "Hidden Champions"

What can we learn from 500 smaller companies who tend to dominate their industries, but purposely keep themselves off people's radar, so as not to give away too many of their secrets? The answer is a lot - if you have the pleasure to read... Read More

Challenge Assumptions to Spur Innovation

Looking to unleash creativity and generate insights for innovations? In The Four Lenses of Innovation Rowan Gibson identifies four approaches that can be used. They are: Challenge Orthodoxies – Are the deeply held dogmas inside your company and industry, outdated, unnecessary, or just plain wrong? (E.g., Will people only care for products they own, or can then share in a collaborative economy?) ... Read More