As you may know, my business is helping companies gain market share by becoming more fearless competitors. What is a “fearless competitor?” To illustrate what that means, let’s wish to use an example from nature that we can also apply to business. When we think of fearless and ferocious, most people picture a lion —…
“The only thing we have to fear, is fear itself”
“This great Nation will endure as it has endured, will revive and will prosper. So, first of all, let me assert my firm belief that the only thing we have to fear is fear itself—nameless, unreasoning, unjustified terror which paralyzes needed efforts to convert retreat into advance.” Those words, uttered by Franklin Delano Roosevelt in…
Here we go again. Leading in tough times.
Downturn Leadership In this difficult market, I wish to tell you about a document I read by noted management consultant, Lee J. Colan, with the title above. I wish to summarize his excellent document, but I will also attach his PDF, so you can download it and read it for yourself. The great graphic on…
Sales 2.0 in a 1.0Â World
How the game has changed and why you need to enable customers to find you.
How great companies turn crisis into opportunity
Great interview with management guru Jim Collins in Fortune, February 2, 2009.   Those who panic on the mountain, die on the mountain. You must go up or down — you don’t wait to get clobbered. So too companies must make changes in this market and not panic. “What can we do to not just survive,…
Refocus on customer personas
The market is tougher than ever. Time to get out there and talk to customers and prospects. Get to know them. Everything. Ask lots of questions. Very simple. Start it Monday. For companies looking for best practices in b2b lead generation who wish to improve the way they acquire new customers, Find New Customers is the…
Are you giving away 80% of business?
Why asking your salespeople to develop their own sales pipeline is a loser’s game.
The Happiest Meal: Hot Profits — Management lessons from McDonald’s
How McDonald’s turned itself around and the lesson-learned for other CEO’s.
Use the phone for new relationships and updates. Not email.
How to use the phone properly. Not for leads but for relationships.
Turn around a struggling business
A step by step process for rebuilding a struggling business.
