You’ve seen—or even struggled with—this sales problem before: to close more deals today, you have to keep your head down and focus on the pipeline. But to close more deals in the future, you have to keep your head up and spot new opportunities.
So which is right: head up or head down? That’s what is commonly thought of as the seller’s dilemma.
Many employees long for leaders who can solve workplace problems—from flawed systems and procedures to inconsistent policies and managers. They want their leaders to see through the trees and attack forest-sized issues, with the discernment and authority to fix them one by one.
We are all so busy that it can be hard to find time to give back. Yet, the future of our profession, future leaders and our region is at stake. Making this a priority during your day may not be as difficult as you think. Choose a way that works for you. Some people prefer […]
In our fast-paced world, important issues never become simpler, only more complex. You have less time to take each course of action and make each choice, with an ever-increasing impact on outcomes. Decisions that don’t go well are critiqued and analyzed. The need to make good decisions has never been more paramount—not just for leaders’ well-being, but for everyone under their authority.
An organization’s health is only as sound as its leader’s decisions. Some companies prosper from wise leadership directions, while others struggle after flawed choices—the kind that receive extra publicity because of the adverse impact on their organizations, people and communities.
It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true. You’ll only get the chance to build a personal relationship with a buyer once they trust your brand can help them. And, once you have that relationship in place, you can recruit a fan base for your product to generate future revenue.
There are so many new technologies and combinations of technologies, it is extremely hard to keep up. How do you know which to pay attention to and which to ignore? Unfortunately, some clients have told us they get overwhelmed by it all and just go back to what they are expert in (running the business) […]
Like most people running small or midsized businesses, I’m always trying to ensure my pipeline for the next quarter or two is filled with revenue that I deem to be definite or highly likely, barring an act of god, alien invasion, or Donald Trump. Fortunately, that has become much easier over the years as I’ve […]
If there ever was a strategic topic of critical importance no matter your position in the supply chain, it is keeping an eye on global markets. We’ve worked with clients who ONLY source materials, components and products from U.S.-based suppliers. Yet, even they must pay attention to global markets to thrive. Are you making this […]
Leaders who convert critiques into improvements develop the strongest followings and have the fewest fears. They not only welcome feedback, but they request it. They view constructive feedback as free self-development lessons.