Posted by: Ian Smith
I was chatting to a good friend the other day who leads one of the leading Sandler Sales Training Practices in the US. His key takeaway from the last 5 years – sales professionals have lost the art of prospecting! I’ve blogged about the inbound marketing myth recently and this was more evidence that we are being suckered, hoodwinked, fleeced into believing it’s all about marketing content ...
Continue Reading →Posted by: Ian Smith
Our Boston workshop on Scaling is only 2 weeks away so let’s remind ourselves of the key issues! Well let’s define scaling in terms of sales growth. Let’s say you are on a path of scaling from $5m to $75m. Let’s assume you are not growing at say 25% per annum, or if you are, your have concerns that the situation is stable, controlled and predictable. ...
Continue Reading →Posted by: Ian Smith
We’ve all been touched by incentives at one time or another. Sales commissions, fixed bonuses, a prize, an earn-out deal when you sold your business. You might have received a bonus as part of a team achievement. However after 30 years in business I’m not seeing great success stories. I’ve designed dozens of schemes over the years and I’d like to share with you ...
Posted by: Ian Smith
You are cordially invited to attend a fun breakfast briefing with me your favorite award-winning author, blogger and entrepreneur at
Choate and Hall and Stewart, LLP
Two International Place, 35th Floor
Boston, Massachusetts
Wednesday June 5, ...
Continue Reading →Posted by: Ian Smith
Last weekend sitting watching my daughter Emily graduate from St Joseph’s University in Philadelphia I had many thoughts going through my head but two stayed with me. One came from Dr Elizabeth A. Hagen Under Secretary for Food Safety in the current Obama administration, the Commencement speaker and the other a more general observation. Both thoughts have relevance to the entrepreneurial community.
As Dr. Hagen ...
Continue Reading →Posted by: Ian Smith
Sir Alex Ferguson announced his retirement yesterday. At the same time the WSJ published a great article – When the CEO Burns Out. Reading about Sir Alex’s retirement and the WSJ article reminded me of the pressure and expectations placed on today’s leaders.
And the pressure mounts. The article noted an uncertain economy, shareholder discontent and mounting expectations to deliver results have made the lives of chief ...
Continue Reading →Posted by: Ian Smith
Scaling a business is not the same as growing a business because there’s more to it than that. Otherwise everyone would scale! Scaling implies alignment, control, predictability, fast growth but with safety.
Posted by: Ian Smith
It’s not everyone’s cup of tea but presenting in public is an acquired skill and an essential one if you hope to influence people. So many great authors are average public speakers. So it’s not about the words, it’s about how you make the audience feel.
Here are 16 quick tips worth considering:
Posted by: Ian Smith
We are awful at meetings. They are often too long, unproductive, not fun, and have lost their reason to exist. So let me help you with 10 quick actions to transform them.
Posted by: Ian Smith
I attended a very interesting discussion group last week on Storytelling organized by the American Marketing Association. Expert panel included:
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