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 […]
Insights for Business and Sales Success
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 […]
Using ICE to make smarter strategic planning decisions
When it comes to implementing the initiatives from strategic planning many business leaders and their teams get bogged down with deciding how to prioritise the goals they have agreed on. Sound familiar? Every department, team leader, or stakeholder has their own idea on what’s important (especially for them). And there’s always some limitation on resources. […]
How to create a Vision Statement that drives strategic planning
A Vision Statement is something many businesses overlook when they undertake Strategic Planning. But that can be a costly mistake. Especially when a business has grown to a size where there are multiple departments, service teams, interstate offices, or remote branches. Great strategic planning starts with a clear Vision A properly constructed Vision Statement can […]