I believe that function follows form. The airports realized that posting signs to not spread out and sleep on chairs was ineffective. People simply did what they wanted. Changing the chairs to be individual armrests solved the problem. No more prostrate sleepers. If you make it hard for people to transact, the structure will lowerContinue reading “Structure”
Category Archives: Sales Process
Be Better at Relationships than Automation
We live in a world where people have a hard time paying attention. Everyone is frazzled and overwhelmed to the point that their hands are on the delete key. It’s a natural and understandable instinct. With more technology and convenience, we can use automation and transactional platforms to fill people’s inboxes to the brim. RecipientsContinue reading “Be Better at Relationships than Automation”
Simplifying Choices for Your Customers
Every bit of complexity can keep your customer from taking a next step with you in your engagements and work. We are inundated with choice and information. You can be both a welcome resource and helpful partner by taking stock and simplifying how you do business. Here are some areas to consider streamlining to makeContinue reading “Simplifying Choices for Your Customers”
Be a Person of Great Value
How many caller id calls have you ignored? How many emails simply go unanswered? We are all suffering from attention deficit and most people have to keep the noise out and focus just to survive and get what they think is important done. If you are not a person of value in someone’s busy workdayContinue reading “Be a Person of Great Value”
Find the Few and Disregard the Many
A few projects matter. So do a few relationships and a few tools. It’s so easy to simply accumulate stuff and throw horsepower into everything. While thinking that should cover over any deficiencies, what is often hidden is the cost in the form of waste, unclarity and management overhead. We don’t have unlimited attention, resourcesContinue reading “Find the Few and Disregard the Many”
Can This Person Say Yes?
There’s a world of opportunity out there for what you are pursuing. But one piece of clarity that gets overlooked too often is qualification. Most people you meet cannot say, “Yes,” to what you are offering. However, a few people can. I’m not sure why we have this block, but the clearer you can get onContinue reading “Can This Person Say Yes?”
Be Personal in Networking But Don’t Take Things Personally
How much value do you add? That’s the key question I ask each day when I am out in the world of business. It may not be a perfect question, but the free market is open. People are free to make decisions on their own on what they value. You are valuable when you canContinue reading “Be Personal in Networking But Don’t Take Things Personally”
The Only Answer is Repetition
At some point, there’s nothing more to change or create. You know what to do and only dogged determination and repetition with accountability will work. This is the part of scaling that moves the ball inches at a time and is quite painful. Repeating what everyone has agreed to can seem tedious, but it isContinue reading “The Only Answer is Repetition”
Get Real and Ignore Vanity Metrics
My clients and friends know that I beat that mantra, “Most things don’t matter.” One area that this particularly applies to is vanity metrics. These are the stats, conversions or data that simply do not matter or are too cluttered to manage towards the one thing that does matter – results. Your carefully defined goals areContinue reading “Get Real and Ignore Vanity Metrics”
We Need a Whole Lot of Better Listeners
“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” ~ Dale Carnegie It sure would be amusing if we heard people speaking their minds when they tire of someone talking too much. Can you imagineContinue reading “We Need a Whole Lot of Better Listeners”
