Understand the Purpose Behind the Question

The ability to ask good questions is essential in today’s world. However, as Stephen Covey categorized in one of his 7 Habits; “Seek first to Understand, then to be understood.” Or another way Dale Carnegie phrased this, “To be interesting, be interested.” To accomplish this, I think one of the areas that most of could work Read More …

Be The Change

What if we stop trying to solve problems for customers? What if the customer left with the thought of What If? Problem-solving has been commoditized. It is an idea that has been widely spread with a great deal of research. A few examples: Dan Pink aspires to this thinking in his book, To Sell is Human that problem-solving Read More …

Should We be Paying Learning Commissions?

In recent times, you have seen more of my thinking moving from outcome-based to more process driven metrics. For the simple reason that it creates real-time measurements. We can no longer wait until the end to make adjustments. There is probably no area that is being impacted more significantly than the traditional sales and affiliate Read More …

Impact Mapping as a Quick Check for Your Next Marketing Experiment

How do you check your projects/campaigns/experiments before launching? Impact Mapping is a tool that Gojko Adzic introduced to me in a book several years back. In it’s simplest form, I have found it to be an excellent way to check for alignment, and clarity when launching and committing to a project or marketing campaign/experiment. It is what Read More …

Is Your Sales Team Positioned for the Future?

What is not distributed now will become distributed. – Unknown If we believe the above statement, what will our sales force look like in the future? How will it be distributed? William Gibson is credited with the well-known saying, “The future is already here – it’s just not evenly distributed.” I would attest that our present sales efforts in most instances are to Read More …

3Cs of the Lean Cycles (Expanded): SDCA, PDCA, EDCA

I think about Lean in three distinctively different ways: Tools: Documentation, problem-solving, development, design Structure: Creating a workflow to traverse between one to the other in a natural progression. Behavior: The way we practice to achieve specific outcomes in an efficient manner. By doing this, it allows me to move from micro to macro thinking Read More …