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 ...
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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. ...
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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 ...
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:
Posted by: Ian Smith
The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the disappointment – sales staff had failed to close a number of valuable software and hardware deals. It seemed a little ironic to me that Ms. Rometty ran the sales teams before becoming CEO about 18 months ago.
What had happened? ...
Continue Reading →Posted by: Ian Smith
As you scale your business one of the challenges you face is to leverage the trust you develop with each customer, to sell him more products and services that he needs. It’s clearly much easier and cheaper to sell more products to existing customers than find new customers to sell to. Theoretically your existing customers should ...
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