Today’s guest blogger is the inimitable Gini Dietrich, queen of Chicago, CEO of Arment Dietrich, and author of the wildly popular Spin Sucks blog. I’m a big believer in integration. Not integration from the perspective that you’re saying the same thing through every communication channel, but from a “breaking down the silos” point-of-view. You see, marketing, […]
Acceleration. It’s the difference between a 4-cylinder Civic and a V-8 Jag. Both can cruise at highway speeds, but only one can gain more speed while it’s already moving fast. In the business world, the desire to move faster often causes management to exercise more central control. One foot on the gas, one set of hands on the wheel, one eye on the road, and one on the rear view mirror. It’s a one-person show – too risky to share.
Implementing needed, comprehensive change is hard. It’s really hard when it changes they way your company brings in revenue. As I’m finding with many small businesses, however, sometimes the implementation isn’t as difficult as just getting started. Sometimes just having an idea really heard is just as hard and doing the work. Even worse is when no one admits there’s a problem! In order for The Whale Hunters Process™ to really work, both leadership and employees need to be bought into the program. In order for everyone to be on the same page, it can take some convincing.
To mitigate the risk of losing, small companies must become incredibly disciplined about vetting new business opportunities against their target filter. The more selective you become about pursuing new business the greater your close rate will be. Don’t waste your time going after new business that isn’t a good fit and therefore you will have a low likelihood of winning.
Introducing a series of ten blog posts about making meetings more productive to increase the time available for sales and service.