Do You See What I See? Add some emotion to your vision of the future. While a logical explanation of where you see your business going may make perfect sense to you, it’s the emotional description of your vision that will shake the trees and move mountains. Let me give you an example. I finish […]
Greg’s 5th Annual Consulting Update It’s that time again! Greg’s annual business update. If you’ve been on the list, this is number five in a series. Yep, I’ve just completed the fifth year of solo consulting. Each year I’ve take a day or two and sketched out my biggest learnings from the year and I […]
Is that a Marketing Qualified Lead or Sales Qualified Lead? During a recent discussion with a director of marketing and a director of sales, we were throwing out the term lead generation, and as you know, one of my communication advices is to take a moment to define terms, especially common terms inside a company. […]
Which Sales Training, Management Training, Leadership Training is Best? If I categorized the questions I get asked, “What do you think of. . .[insert program/methodology/tool here],” would be it’s own list. Last week it was, “What have you heard about Traction?” and just yesterday it was, “What do you think of Sandler sales training?” The reason I’m asked is because I’ve […]
You’re Going the Wrong Way This morning I was in a sales meeting when a role play broke out. Listening to the questions and answers, I thought, “You’re going the wrong way!”
Google AdWords Campaign Planning Template, Worksheet This is my 3-Minute One Product, One Solution AdWords™ Worksheet. There’s a link to the pdf at then end that contains a sample filled out worksheet. I’m resurrecting this because I received a call from a client that I had designed a lead generation campaign for over three years ago. His niche […]
Assumed Knowledge This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Winter 2015 A wise friend listened to me explain a concept then reached out and stopped me from continuing. “Greg,” he said, “after listening to you, I know what my wife means when she says I suffer from assumed knowledge syndrome. I […]
Are incentives to blame at Wells Fargo? The news gives us a couple of narratives regarding the Wells Fargo Fake Accounts scandal. In case you’re unfamiliar with the details, the fraud centered around employees at the bank cutting corners and opening deposit accounts and credit cards for Wells Fargo customers without their knowledge or permission. […]
Strategy and Planning are Different This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Winter 2016 Consider the term Strategic Planning as an oxymoron. This was presented to me by Alan Weiss, PhD. in his book, Best Laid Plans. His point: strategy points you there and planning gets you there. This fall I […]
Selling and Robots and AI and Doctors Bleep boop. News from the Chambers Pivot ticker tape. IBM’s Watson and Salesforce’s Einstein are getting together to make us smarter. It comes as I’ve been immersing myself in sales and marketing software. Researching dozens of the thousand plus startups promising to make selling automated. It’s a trend. A vision of the […]
Companies hire me to help them speed up growth. I do that by helping them design sales practices that fit their size, disposition and unique culture.
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