Deploying Competitive Value Propositions

Deploying Competitive Value Propositions

The role of sales professionals is to sell products. Wrong. The role of sales professionals is to improve the performance of each and every customer (if they can). Once you believe that mindset you need to translate that thinking into action. It’s such a simple...
How To Professionalize Your Business

How To Professionalize Your Business

When we look at our favorite sport, it could be American football, tennis, rugby, track & field, football (can’t say soccer), basketball, ice hockey, there is a common thread. It’s amazing how more professional they have become. Conditioning, training, techniques,...
M&A – Buying a House with the Family Still Inside

M&A – Buying a House with the Family Still Inside

In a recent workshop I started my chat with a statement: “Buying another company is just like buying a house, as long as you remember you’re buying the family inside it as well! I wanted to sear that image in the minds of my audience. Acquisitions fail mainly for one...
How To Scale 98% of US Companies

How To Scale 98% of US Companies

Hard to believe but 98% of US companies employ less than 99 people. To scale these companies (and of course the other 2%), the simple formula that most entrepreneurs seem to ignore is quite simple. Define your Positioning that you wish to dominate in the prospects...
Recruitment – 15 Top Tips to Attract Talent

Recruitment – 15 Top Tips to Attract Talent

This week the WSJ confirmed that Smaller Businesses are suffering from slow job growth – Headcount rose just under 1% in April compared with 2018. Note small businesses are defined here as employing < 20 people that’s 89% of US firms – 5.3 million...
The One Thing – My Take on the WSJ Best Seller

The One Thing – My Take on the WSJ Best Seller

The One Thing by Gary Keller with Jay Papasan was first published in 2013 and is on its 11th print run. It stimulated a powerful set of thoughts I’ve been blogging about for a while. Simplicity. The book’s thesis is amazingly simple! No matter how many...
Why Are We So Bad At Acquisitions?

Why Are We So Bad At Acquisitions?

Campbell Soup acquired Bolthouse for $1.55 billion in 2012 to enter the fresh food category and earlier this week announced it was divesting of the company for $510m to Butterfly Equity, an LA based PE group. PWC conducted a survey in 2013 of 106 executives at Fortune...