There is a Fear of Missing Out (FOMO) issue that pervades most companies, and they try to be attractive to as many buyers as possible. And when I say attractive, I am not referring to their product or service alone – I am including the whole package: product, price, packaging, brand, support and so
Read MoreBut here’s the thing. There’s something about seeing a city from the open cockpit of an ancient biplane that gives you a completely different perspective; seeing how extensive the urban forest is, noting the two dog-legs in the Ottawa River (I knew it curved – but dog-legs?) and seeing a number of suspicious large structures... These are only...
Read More2000 years ago, the satirist Juvenal coined the phrase ‘Bread and Circuses’ to chastise the Roman populace. He observed that they were being distracted from their civic responsibilities by a steady diet of food and entertainment. The gladiatorial displays the government put on are a good example of this. In a strange twist, today's politicians...
Read MoreToronto’s Collision conference boasted 1,834 exhibitors and 37,832 attendees from 117 countries. Collision is mainly a forum for start-ups and small companies to test their ideas, attract financing, and gain traction. Unfortunately, most of them will fail. And why they fail is a lesson for all of
Read MoreLET ME EXPLAIN It’s natural to focus on our well designed, thoughtful sales process. Most sales software has a pipeline management system that reinforces all the things we are supposed to do to move a prospect through the pipeline. Too often, these processes are sales centric and designed around an average situation that may not apply to
Read Moreread last week’s Tuesday Tune Up Below, I’ll share 2 things to do today. The main drivers for the 750 number are:
Read MoreInteractions Total interactions 250 So, if you start with 159 leads, you’ll end up with 1 closed deal. And along the way to that single deal, you will have 250 interactions with those 159 firms. PLUS
Read MoreMy Monthly Game Plan includes key types of activity that I need to address each month to keep the business moving forward. Some examples of Monthly Game Plan activities could be: At 10AM on the first Monday of each month I put an hour aside for 'Monthly Game Plan-ning'. During this time I review all the important types of activity, and quantity...
Read MoreLet me explain.
Read MoreTake the image above for example. It looks like a collection of hammers but, in fact, each hammer is different and has a unique purpose: hammers for masons, hammers for welders, hammers for carpenters, joiners, framers, prospectors, and so on. If you were in the ‘hammer’ business, I would challenge you to determine which of these segments you...
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