1: You are stuck.
“If only your prospects knew as much about your company and its solutions as you do, they would buy from you, right?” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.
Not so fast, the authors suggest.
Erik and Tim emphasize the importance of finding your unique story and point of view as a salesperson. This is essential … continue reading
1: “Every Saturday, a siren goes off in Tim’s quiet suburban community, signaling that it is noontime. No one gives it much attention around town,” Erik Peterson and Tim Riesterer write in their terrific book Conversations That Win the Complex Sale.
It’s just the “noon whistle,” people say.
But the same siren is also used to signal a severe weather emergency.
“As a result,” the authors note, “the same … continue reading
1: Did you know that Babe Ruth began his baseball career in 1914 using a 54-ounce bat?
“That’s a big bat,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.
“For those of you who are not familiar with what’s ‘normal’ for baseball bats,” the authors note, “most professional baseball players today use a bat that weighs between 31 and 35 ounces.”… continue reading
1: “We managers like to talk about change, so much that embracing change has become a cliché of management,” Andy Grove writes in Only the Paranoid Survive: How to Exploit the Crisis Points That Challenge Every Company.
But not all changes are the same.
What Andy calls “a strategic inflection point is not just any change,” he notes. “It compares to change the way Class VI rapids on a … continue reading
1: Then Intel CEO Andy Grove was sitting in a conference room with other members of the Intel team.
The topic? “Evaluations of a certain highly touted new software from a company whose other products we already use,” Andy writes in his legendary business book, Only the Paranoid Survive: How to Exploit the Crisis Points That Challenge Every Company.
Intel’s head of Information Technology shared the challenges her team … continue reading
1: “We had lost our bearings. We were wandering in the valley of death,” Andy Grove writes in his book Only the Paranoid Survive: How to Exploit the Crisis Points That Challenge Every Company.
The year was 1984, a pivotal moment for Intel.
The company had been founded 16 years earlier. “Every start-up has some kind of a core idea,” Andy notes.
“Ours was simple. Semiconductor technology had … continue reading
1: It was the summer of 1985.
One of Silicon Valley’s most legendary meetings was about to happen.
“I was in my office with Intel’s chairman and CEO, Gordon Moore, and we were discussing our quandary,” Andy Grove writes in his book Only the Paranoid Survive: How to Exploit the Crisis Points That Challenge Every Company.
“Our mood was downbeat,” Andy recalls.
“I looked out the window at … continue reading
1: Panera Bread founder Ron Shaich prides himself on being a contrarian.
“If everyone is in favor of something, I’m probably headed in the opposite direction,” Ron writes in his terrific book Know What Matters: Lessons from a Lifetime of Transformations.
“When others are celebrating, I’m worrying, and when others are worrying, I’m looking for the silver lining.”
Does he just enjoy being disagreeable?
Nope. That’s not it.
“It’s … continue reading
1: “Our bread wasn’t good enough,” Ron Shaich writes in Know What Matters: Lessons from a Lifetime of Transformations.
This was a real issue for Ron because he was CEO of Panera Bread.
“Bread” was in the company name.
And, one of the company’s guiding principles was: “Bread is our passion, soul, and expertise.”
Ron knew he had to fix this problem. The stakes were high.
And it … continue reading
1: There are two traps CEOs and leadership teams fall into regarding innovation.
Trap #1: “The minute we think we truly understand the customer and can take our attention off discovering what matters, we’re dead,” Panera founder Ron Shaich writes in Know What Matters: Lessons from a Lifetime of Transformations.
“Sooner or later,” Ron notes, “even the most brilliant and innovative concept will fall behind the times and become … continue reading
