Do I go to the left or do I go to the right?” A common question asked when one reaches an intersection. Unless one is familiar with the area or has a map, the question may be answered with a nagging ‘gut feel’ rather than with certainty. Sometimes proceeding on the chosen course results in a successful outcome. At other times, it requires backtracking and results in a great deal of frustration, lost time, and unnecessarily spent resources.
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Question: How can managers possibly do everything presented on the StrategyDriven website? StrategyDriven Response: Managers should be able to perform all of the best practices presented on the StrategyDriven website as these focus on the manager’s primary role – to manage people, resources, and their deployment. It is when managers are ‘working managers,’ doing the […]
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Salespeople (not you, of course) are known for asking poor questions – questions that are not only embarrassing, questions that are also rude. And I would be remiss if I didn’t add: questions that make them appear desperate and pressing for a sale. The dumbest question in sales is “What will it take to get […]
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How big is the U.S. national debt? Could large corporations and the rich ‘bailout’ the Federal government? In this video, Tony Robbins masterfully illustrates just how large the $15 trillion U.S. national debt really is and the degree of ‘commitment’ necessary to satisfy our government’s insatiable spending. This eye-opening commentary is neither political nor directive, […]
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I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right now: Jeffrey, I’m interested in your insight and guidance. I think selling is the best job in the […]
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Performance standards and expectations drive managerial decisions and personal actions within an organization and serve to align an organization’s members to its vision, mission, and values. Such requirements necessarily demand an exertion of resources to perform the mandated actions.
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It’s Saturday night around 6pm. Early dinner for Jessica, Gabrielle, and me. We’re sitting in Carrabba’s Italian Grill in Charlotte. We’ve been customers at this location for as long as it has been there. Seen several managers come and go, seen hundreds of servers come and go. This particular visit was pivotal because it may […]
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Humans make mistakes, whether the result of carelessness or unintended misfortune. And no set of performance standards can fully alleviate all errors and their associated adverse outcomes.
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I am sick of the argument that cold calling still has a valuable place in selling. Someone PLEASE show me the value. Let’s look at the stats… 98% or more rejection rate 100% interruption of the prospect 100% they already know what you’re selling 100% they already have what you’re selling 100% manipulation to get […]
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Human Performance Management Best Practice 4 – Stop When Uncertain
/in Human Performance Management, Premium/by StrategyDrivenDo I go to the left or do I go to the right?” A common question asked when one reaches an intersection. Unless one is familiar with the area or has a map, the question may be answered with a nagging ‘gut feel’ rather than with certainty. Sometimes proceeding on the chosen course results in a successful outcome. At other times, it requires backtracking and results in a great deal of frustration, lost time, and unnecessarily spent resources.
The Advisor’s Corner – Can a Manager Really Do It All?
/in The Advisor's Corner/by StrategyDrivenQuestion: How can managers possibly do everything presented on the StrategyDriven website? StrategyDriven Response: Managers should be able to perform all of the best practices presented on the StrategyDriven website as these focus on the manager’s primary role – to manage people, resources, and their deployment. It is when managers are ‘working managers,’ doing the […]
What keeps me up at night? None of your business!
/in Marketing & Sales/by Jeffrey GitomerSalespeople (not you, of course) are known for asking poor questions – questions that are not only embarrassing, questions that are also rude. And I would be remiss if I didn’t add: questions that make them appear desperate and pressing for a sale. The dumbest question in sales is “What will it take to get […]
Leadership Inspirations – Actions Speak Louder Than Words
/in Leadership Inspirations/by StrategyDriven“What you do speaks so loudly that I cannot hear what you say.” Ralph Waldo Emerson (1803 – 1882) American essayist, philosopher, and poet
StrategyDriven Editorial Perspective – The National Debt and Federal Budget Deficit Deconstructed
/in StrategyDriven Editorial Perspective/by Tony RobbinsHow big is the U.S. national debt? Could large corporations and the rich ‘bailout’ the Federal government? In this video, Tony Robbins masterfully illustrates just how large the $15 trillion U.S. national debt really is and the degree of ‘commitment’ necessary to satisfy our government’s insatiable spending. This eye-opening commentary is neither political nor directive, […]
Salespeople have questions, Jeffrey has answers.
/in Marketing & Sales/by Jeffrey GitomerI get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right now: Jeffrey, I’m interested in your insight and guidance. I think selling is the best job in the […]
Standards and Expectations Warning Flag 4 – Always an Exception
/in Premium, Standards & Expectations/by StrategyDrivenWho or what is the cause of aggravation? Not you, of course!
/in Customer Relationship Management/by Jeffrey GitomerIt’s Saturday night around 6pm. Early dinner for Jessica, Gabrielle, and me. We’re sitting in Carrabba’s Italian Grill in Charlotte. We’ve been customers at this location for as long as it has been there. Seen several managers come and go, seen hundreds of servers come and go. This particular visit was pivotal because it may […]
Standards and Expectations Warning Flag 3 – Changing Standards Based on One-time Arbitrary Errors
/in Premium, Standards & Expectations/by StrategyDrivenReplacing the cold call with: ANYTHING!
/in Marketing & Sales/by Jeffrey GitomerI am sick of the argument that cold calling still has a valuable place in selling. Someone PLEASE show me the value. Let’s look at the stats… 98% or more rejection rate 100% interruption of the prospect 100% they already know what you’re selling 100% they already have what you’re selling 100% manipulation to get […]