Articles

I Can’t Fix YOU

Article by , September 3, 2019

I’ve stopped more than one CEO in their tracks when I’ve heard them utter this phrase: “I need you to fix a sales problem I have.” Doing the fixing is not what I do.


View page


Creating a Purpose-Driven Culture

Article by , August 27, 2019

Research in social science and organizational behavior points to a critical quality, one that most directs every company’s future: culture. A strong culture consistently leads to robust performance, while a weak culture suffers ongoing failures.


View page


Why Southwest Customers Wouldn’t Buy a Bentley

Article by , August 22, 2019

After giving 10 speeches on pricing and profits to groups of CEOs, it is certainly top of mind. Yet, it should always be top of mind for executive teams. One unanimous finding from the informal research of executives is that pricing is a strategic topic.  So, we must find time! When is the last time […]


View page


Building a Strong Company Culture

Article by , August 19, 2019

Some companies prosper and draw the business world’s attention. They continuously grow, innovate and impress. In contrast, others struggle, never breaking through to reach their desired success. The latter must deal with downsizing, financial shortfalls, market-share losses and tarnished reputations.


View page


Who Are Your Stars?

Article by , August 11, 2019

In our 14 years of consulting experience and almost 30 years of working experience, we have found that 80% of executives spend the majority of their time with the 20% of employees who do not achieve results. Unfortunately, this means they don’t have time to spend with the stars who achieve 80% of the results. […]


View page


The Amazon Effect is Still Going Strong!

Article by , August 1, 2019

The Amazon Effect remains top of mind with CEOs. Whether they compete directly (which is less than 1% with my clients), supply or distribute for Amazon (which is a slightly higher percentage) or are just impacted by the Amazon Effect, it is a major source of concern and/or opportunity. Have you thought about what Amazon […]


View page


Visionary Leaders and Vulnerabilities

Article by , July 25, 2019

We live in an age of remarkable products and services from inventive thinkers with lofty ideas. These visionary leaders, who don’t think or work like anyone else, have started businesses based on novel concepts, and those whose achievements greatly impact society are afforded special status.


View page


The Value of Alignment: Sales, Operations & Finance

Article by , July 25, 2019

Alignment might sound like a fluffy concept, but it delivers bottom line results. Our most successful clients have achieved the most substantial results from alignment. Although SIOP (Sales, Inventory, Operations Planning) gets a wrap as a technical topic, in our experience, it is the alignment portion of SIOP that delivers the bacon! For example, in […]


View page


Putting Sales Velocity into Action: Sales-Cycle Speed

Article by , July 25, 2019

Sales velocity is a powerful metric that every sales leader must know inside out. While it measures how fast you’re making sales and earning revenue, it gives you something even more valuable. You gain an understanding of the relationship between the four key activities that comprise your sales velocity: opportunities, deal size, closing rate and sales-cycle speed.


View page