Buyers want to solve a problem in a way that causes the least disruption, and the last thing they want to do is bring something new into their environment. But until the stakeholders (decision makers, influencers, appropriate managers) agree that making a purchase is the only way to get where they want to end up, […]
Change is coming. Got fear or joy? Got worry or positive anticipation? Putting your head in the sand, or headed to the beach to relax and plan? When you feel or fear that some form of change is coming, you have to define it in your mind as opportunity. Clear your head for “what will […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-10-12 06:00:322016-08-07 22:14:53It’s been a long time coming – A new way to change change!
On September 25, 2015, Warner Brothers released The Intern: Experience Never Gets Old starring Robert de Niro and Anne Hathaway; written, directed, and produced by Nancy Meyers. The September 2015 edition of Chief Learning Officer Magazine featured an article called Don’t Undervalue Older Workers by Lynn Schroeder. Nancy and Lynn must acknowledge that Edgar Lee […]
https://www.strategydriven.com/wp-content/uploads/studio-republic-644339-unsplash.jpg24003600StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-10-08 06:00:312018-06-17 22:07:07Alexander Throckmorton Comes of Age
As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-10-07 06:00:422016-06-11 15:23:24How Much Time Do Sales People Waste?
A good friend gave me a book about building your business through referrals. The author believes, “The best marketing strategy is to be referable.” He is correct. He writes, “Referability means that your very best clients and customers are continually cloning themselves – continually introducing you to those like themselves or better than themselves.” Well, […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-10-05 06:00:102016-08-07 22:19:59Becoming referable is a matter of earning, not asking.
There is certainly no shortage of articles, texts, and resources dedicated to the subject of developing business strategies. I myself am guilty of adding to this information pile, having just released a book on this very topic. But as we all attempt to decode the magic formulas and frameworks behind best-in-class business strategies, we should […]
80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-09-30 06:00:432016-06-11 15:25:29We Close Only The Low Hanging Fruit
The Internet and cloud computing have revolutionized the nature of data capture and storage, tempting many companies to adopt a new ‘Big Data’ philosophy: collect all the data you can; all the time. But this new world of Big Data is proving to be much more demanding and complex than expected, requiring companies not only […]
https://www.strategydriven.com/wp-content/uploads/dino-reichmuth-147745-unsplash.jpg79525304StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-27 06:00:472018-06-09 13:12:02Doing Business in a Big Data World
A coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence that all coaches seek, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-26 06:00:252016-06-11 15:26:36What Should Coaches Be Listening For?
While culture was once perceived as a vague concept, many organizations are recognizing its importance. The position of chief culture officer (CCO), is held at a number of progressive organizations. The CCO’s primary duty is to focus on maintaining the core parts of the culture that contribute to the organization’s success. While organizational culture is […]
https://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.png00StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-24 06:00:542016-05-03 20:12:27Measurement Culture & Five Common Traits of High-Performing Organizations
A VETERAN OWNED SMALL BUSINESS | Call or text now for a FREE consultation: +1 (770) 765-3692 | Website Login
Business Programs
Change management and sales: influencing the buying decision path
/in Change Management, Marketing & Sales/by Sharon Drew MorgenBuyers want to solve a problem in a way that causes the least disruption, and the last thing they want to do is bring something new into their environment. But until the stakeholders (decision makers, influencers, appropriate managers) agree that making a purchase is the only way to get where they want to end up, […]
It’s been a long time coming – A new way to change change!
/in Change Management, Practices for Professionals/by Jeffrey GitomerChange is coming. Got fear or joy? Got worry or positive anticipation? Putting your head in the sand, or headed to the beach to relax and plan? When you feel or fear that some form of change is coming, you have to define it in your mind as opportunity. Clear your head for “what will […]
Alexander Throckmorton Comes of Age
/in Decision-Making, Organizational Structure/by John HooverOn September 25, 2015, Warner Brothers released The Intern: Experience Never Gets Old starring Robert de Niro and Anne Hathaway; written, directed, and produced by Nancy Meyers. The September 2015 edition of Chief Learning Officer Magazine featured an article called Don’t Undervalue Older Workers by Lynn Schroeder. Nancy and Lynn must acknowledge that Edgar Lee […]
How Much Time Do Sales People Waste?
/in Business Communications, Marketing & Sales/by Sharon Drew MorgenAs sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and […]
Becoming referable is a matter of earning, not asking.
/in Business Communications, Marketing & Sales/by Jeffrey GitomerA good friend gave me a book about building your business through referrals. The author believes, “The best marketing strategy is to be referable.” He is correct. He writes, “Referability means that your very best clients and customers are continually cloning themselves – continually introducing you to those like themselves or better than themselves.” Well, […]
Developing Your Strategic Proficiencies
/in Strategic Planning/by Bob CaporaleThere is certainly no shortage of articles, texts, and resources dedicated to the subject of developing business strategies. I myself am guilty of adding to this information pile, having just released a book on this very topic. But as we all attempt to decode the magic formulas and frameworks behind best-in-class business strategies, we should […]
We Close Only The Low Hanging Fruit
/in Decision-Making, Marketing & Sales/by Sharon Drew Morgen80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes […]
Doing Business in a Big Data World
/in Business Performance Assessment Program, Management, Organizational Structure/by Dale NeefThe Internet and cloud computing have revolutionized the nature of data capture and storage, tempting many companies to adopt a new ‘Big Data’ philosophy: collect all the data you can; all the time. But this new world of Big Data is proving to be much more demanding and complex than expected, requiring companies not only […]
What Should Coaches Be Listening For?
/in Business Communications, Customer Relationship Management, Decision-Making/by Sharon Drew MorgenA coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence that all coaches seek, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. […]
Measurement Culture & Five Common Traits of High-Performing Organizations
/in Corporate Cultures/by Patti and Jack PhillipsWhile culture was once perceived as a vague concept, many organizations are recognizing its importance. The position of chief culture officer (CCO), is held at a number of progressive organizations. The CCO’s primary duty is to focus on maintaining the core parts of the culture that contribute to the organization’s success. While organizational culture is […]