Entrepreneurship & Storytelling
The Tipping Point by Malcolm Gladwell tried to explain why events, stories, issues go viral. Why they spread. And his explanations are as important today as they were when he first published in 2000. There is so much in this book to inspire entrepreneurs to think...The Reason Behind Flat Growth is Leakage
As you scale your businesses it’s important to prioritize your actions but first you need to audit for leakage. It can occur anywhere in the connected body you call your business. Think of scaling in it’s very basic form as a sequential set of events. If...
What I know about Organization Charts
You see them on the wall sometimes or in HR manuals. You see out of date versions lying on desks. So what’s the real value of an org chart? In a nutshell – clarity of leadership. Not just who the CEO is but anyone with staff reporting to them is a...
The Smith Report – Best of 2012
Happy New Year – 2013! – Wow. Well I’ve gathered together my most popular blog posts of 2012 based on open rates of 14% or more. Hope you enjoy a few again. The Power of Habit. Crazy Stats Behind Selling Out. 23 Business Questions Worth Answering....
Training a World Class Sales Team – 3 Simple Categories
Mentoring your sales team to fulfill their potential is never easy but I see real confusion out there and it’s making the task so much more difficult than it needs to be. All sales training can and should be taught in three distinct categories: 3 Big Categories...
Happy Holidays
Wishing all my readers a great holiday season. Perhaps more than ever this year we can be grateful for the simple family pleasures in life whilst pausing to send our deepest condolences to the families of Newtown, Connecticut. Let’s try to stay strong and...
Redefining the Role of the CEO
This is what I see. Almost every article I’ve read during this recession demonstrates how hard CEOs and their management teams are working. But is value being created? Over the last 10 years the consistent number of US business owners that crystalize $10m or more from...
Sales Price Increases (and decreases) – Issues To Consider
It’s probably not a topic that‘s had much airtime over the last few years but price increases need to be put on the agenda from time to time. I’ve listed below some items I’ve been discussing in management meetings to help. Key Topics Create a simple list of all...
Reducing The Mystery Of Sales
Lets face it unless you are an outsourcing company selling a 10 year contract, the visibility of sales is tough. The software world has tried to address this visibility issue with the development of the SaaS (paying for software on a monthly basis often through a...Operational Excellence For Exits
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