Give Me Liberty or Give Me an IPO One of the most celebrated events in American business is the initial public offering (IPO). Many see it as a transforming event that ensures a company’s long-term survival, signifies an arrival into the business big leagues and creates wealth – or at least increases liquidity and provides […]
Category: Leadership Viewpoints
Innovation and speed to market are two ways to launch and grow a business. Creating, fostering and sustaining the right working environment to do this can be tricky. One way is intrapreneurship, unleashing the power of employees who have entrepreneurial skills and mindsets that work within your company. As someone who founded Cincom with $600 […]
Storytellers create interest in their tales by showing the opportunities and desires of characters set against the conflicts and challenges that confront them. Throughout the course of the story, a character grows to resolve these challenges. Storytellers and story-selling The same can be said of the stories of selling value in complex sales cycles. Jane Austen […]
Leaders deal in ideas. They also deal in ideals. The more relevant and significant the ideas may be, the greater and the more substantial are the …
Is it possible to summarize the essence of all that has been written and taught about the art and science of value-based selling in complex environments into as few as three key ideas? Ideas that can be readily understood, easily remembered and successfully practiced by most sales reps? Is It Possible? The observable universe is […]
The great golfing star Arnold Palmer once said, “Championship golf is 90% mental and 10% technical. But you’ve got to have the technical.” Many motivational and self-improvement writers or speakers would agree, as would almost all good teachers, leaders, managers and executives, and anyone else who has given any serious thought to self-development, organizational advancement, […]
What we do well, we enjoy doing. And, the better we become at something, the more we enjoy its doing — and the better we want to become by doing. Even minute successes or levels of progress engender a greater desire to return to the activity or challenge, enhance and expand the enjoyment […]
All decision making processes are both rational and emotional. These two processes are sometimes hard to separate but they are both at work, especially in sales cycle. Selling becomes an art form when a seller tries to incorporate logic, which will appeal to the rational side of the decision, and present images, appealing to the […]
“Dum spiro spero.” – Motto of St. Andrew’s Golf Club Anxiety! When a person is confronted with some significant event or experience that is believed to be both important and uncertain they may feel anxious. This anxiety-generating situation may be one that is filled with possibility and opportunity, or danger and threat. Either way, anxiety […]
All of recorded history confirms that the relative strength of a nation’s military power largely determines the degree it can assert and enforce its imperialistic, economic and political aims. The waxing and waning of its relative military power tends to closely correspond with the rise and fall of nations. Similarly, the relative power of […]
Explaining the difference between Truth Stories and True Stories.
Software and Hamburgers don’t seem to have much in common, but when you look at the history of fast food chains McDonald’s and Wendy’s it becomes easier to see parallels between the two and Cincom.