It is, therefore, incumbent upon the salesperson to inherently know this and calibrate their approach, which may be trust-building or education, before trying to make the sale. If you are not familiar with this concept of customer quadrant analysis, I would encourage you to pick up a copy of the book and check it out. …
Hence, I found it sobering and a tad disturbing as a male, when I watched a TED Talk by Dr. Tomas Chamorro-Premuzic, an organizational psychologist. The presentation is cheekily entitled “Why Do So Many Incompetent Men Become Leaders?” While the name does get a few chuckles from the crowd, the mood changes very quickly …
Intensity Day is the official kick-off of the icube™ process and the start of the team working in a fulfilling, productive environment. The tools introduced on day one are used for the rest of the journey and beyond. The process begins with identifying the sources of complexity and an understanding of workflow, including the metrics …
No matter whether it’s a pizza shop, accounting firm, shoe shop, or manufacturing company, there are four functions every business must strengthen: Marketing, Sales, Operations, and Finance. In our earlier example, marketing hands out the flyers to customers; sales, the cashier, takes the order; operations which is the kitchen, makes the pizza; and finance is the bookkeeper who keeps track …
Four Functions Every Business Needs for Long-Term Growth Read More »
Who is the target audience? Different audiences result in a breadth of views on how a product can solve their need. The conversation for a CEO, the CFO or the consumer of a product or service will all have different messages. Your potential customer or partner can be broken down into three categories: The decision …
The problem may be that your incentive system may be inadvertently sabotaging your group’s performance. So how can you improve individual performance and also foster a collaborative environment? One idea – implement a gainsharing program. Gainsharing 101 So what is a gainsharing program? At its simplest level, it’s a group incentive plan designed to improve …
