There is no better way to lay the fundamentals of a marketing plan in place than through the creation of a Funnel of Opportunity. Creating a plan in isolation from customers says that you know everything you need to know starting at the beginning. It indicates that you are smarter than the market. Marketing must evolve Read More …
The premise of the book by Michael Bungay Stanier’s titled The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever. is to teach managers how to make coaching part of their everyday job. In it, they drill down on 7 essential questions and as the authors say, “ to demonstrate how—by saying less Read More …
The 2 key ingredients of Kanban from a personal standpoint depicted in the book Personal Kanban: Mapping Work | Navigating Life by Benson and Barry and in business described in the Kanban: Successful Evolutionary Change for Your Technology Business> by Anderson were two things; visualize your work and limit work in process. From my perspective Read More …
Marie Perruchet is a former BBC news correspondent, the author of One Perfect Pitch, and the Business901 Podcast guest next week. Joe: We should practice these stories. We should practice them within the organization. Should we have a storytelling hour? Marie Perruchet: Yes, you should. I know it’s hard to organize because there are a lot Read More …
The simplicity of a few of the older systems thinking tools, mostly from Daniel H. Kim (Introduction to Systems Thinking) and Robert Fritz (Path of Least Resistance), keep creeping into my practice and explanations. The Hierarchy of Choices is one particular example. I encourage sales people to use it as a tool for better understanding Read More …
When a customer does not buy we often wonder why. We do not understand why they don’t want to improve or save money. Most of it, of course, is centered around lack of motivation or having that burning imperative. One of my favorite books on change is Change Anything: The New Science of Personal Success. Read More …