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Not all Customers were Created Equal

All customers are vital to your business, but some are more vital than others. Some customers provide significant revenue today but will decrease over time. Others are small today but have huge growth potential. Some customers demand enormous resources and support, while others don’t and some customers are great references, recommenders and a major source [...]

By |2013-11-18T22:37:27+00:00November 18th, 2013|Sales Performance Motivation|2 Comments

Thinking at 3 Time Horizons

“Thinking is the hardest work there is, which is probably the reason so few engage in it.” - Henry Ford One of the defining characteristics of great Business Leaders, Managers, Entrepreneurs and Sales People is having an “Opportunity Mindset”. An opportunity mindset comes from being open and receptive to opportunity, which means being open and [...]

By |2013-05-20T09:18:56+00:00May 20th, 2013|Sales Performance Motivation|1 Comment

Disrupt or be Disrupted

The enemy of transformation and change is the day-to-day. Maintaining the status quo, just doing what we need to do each day holds us back from moving into the future. "Disrupt yourself, before someone else does. Disrupt yourself - to dominate the next wave of business, even if in the near-term it undercut your existing one." - Clayton Christiansen [...]

By |2013-03-04T09:18:18+00:00March 4th, 2013|Sales Performance Motivation|1 Comment

Don’t Expect the Channel to Create Demand

• Your channel is an extension of your sales capability, not an extension of your marketing department • The channel supports, services and fulfils customer demand • Channels rely on the Vendor to invest in the brand, develop brand awareness, create demand, generate sales momentum and develop new market opportunities • Building buzz, creating a Tipping [...]

The Inescapable Digital Transformation: What’s the Future for Business leaders in 2013?

This week I had the privilege of listening to Brian Solis, Altimeter Group speak at l'Innovation au Napoleon Conference in Paris. Brian is a thought leader in the consumer revolution, the digital revolution, social media and the impact that these vectors of change will have on our lives and our businesses in 2013 and beyond. Brian is the author [...]

The End of Certainty: The Beginning of Creativity?

“The future ain't what it used to be.” - Yogi Berra We are in a period of massively disruptive and unprecedented change. One of the first victims of massive and disruptive change for many businesses today is certainty. There just doesn't seem to be enough certainty left in the world to go around. More than ever before we are [...]

Customer Adoption is the new ROI

Customer Adoption is the ultimate measure of Return On Investment. Period! I hear a lot of people talking about ‘Time to Market’, but I don’t think that this is what they really want to achieve. “Great, we have our new offer in market, but the channels aren't familiar with it.....yet", or "customers cannot find it [...]

The Buyer’s Journey, Monday Nov. 5th. Vienna, Austria

On Monday Nov 5th I will be speaking at CLOUDKongress 2012 in Vienna, Austria. I will be talking about The Buyer's Journey and the importance of engaging conversations with the Corporate Consumer. The key takeaway of my presentation will be: Customer Adoption is the new ROI. See the complete program here. www.cloudkongress.at. Hope to see [...]

By |2012-10-22T14:06:32+00:00October 22nd, 2012|Sales Performance Motivation|0 Comments

The Buyer’s Journey – Part 2

“Don’t make your customers work hard to spend their money.” The Buyer's Journey describes a fundamental shift from inside to outside thinking. From the Sales Cycle to The Buyer’s decision process. The key implication of this shift is that you have to align your Sales and Marketing activities with the Buyer’s Journey if you want [...]

By |2012-10-07T19:43:02+00:00October 7th, 2012|Sales Performance Motivation|0 Comments