In any business-to-business relationship, especially for those who hold customer-facing revenue-generating roles (like sales or account management), it’s important to be able to discuss more than just the service or products you provide. This type of broad commercial awareness is not just “small talk”; it helps sellers to identify priorities, ask better questions, and more […]
Culture & engagement
Motivation doesn’t automatically follow decisions
Recently I’ve been busy: But why should you care? Because… as is my way, as part of the projects I speak with participants individually in advance of the in-person events to build rapport and gain their perspective on the topics under consideration. So I get individual input beforehand as well as seeing the output of […]
Can you change your personality?
Have you ever thought of changing your personality? Because most of my work involves people communicating with each other – either through B2B sales training or the various stages of strategic planning – I often include a communication style assessment with programs I deliver. Not only does this raise the self-awareness of each individual with […]
Stretch goal or easy target – why should you care?
How do you know if your growth goal is big enough? Most times when CEO’s or company leaders are seeking to grow their business they look to establish a goal. Usually it’s a revenue goal, or a market share goal or maybe a geographically-based goal. The idea is the goal creates the ‘end state’ and […]
Good financial management or appalling employee engagement strategy?
Elon Musk buys a company (Twitter), then sacks half the staff (thousands of people) and tells the remaining staff they must “work long hours at high intensity” to make the company viable. He says he works 100 hours a week and still sleeps at the office. Now he wants Twitter staff to do the same. […]
Consensus or Guided – which type of strategic planning should you use?
After working with numerous companies to help them identify the best path for their strategic planning process, it has become apparent that organisations usually fall into one of two categories when it comes to how they approach strategic planning, and what they expect from it. Upon further reflection of the two approaches it’s helpful to […]