(Time to read this article is about 90 seconds) Our customers have ‘4 currencies’ in their lives…not just one. A ‘currency’ is anything of value to us that we don’t have enough of. The obvious currency is money, but there are actually four things that we don’t have enough of… Money, Time, Feeling safe (physically […]
(Time to read this article is about 70 seconds) Reducing expenses by just 5% can improve your bottom line by as much as 20% to 30%. Don’t take my word for it, do the math. By removing the paint from each of their air freight 747s, Cathay Pacific Airlines saved $200,000 in fuel, per plane, […]
(Time to read this Blog section is about 60 seconds) ‘Goodbye’ Sears America. Sears, once America’s largest retailer and largest employer, filed for bankruptcy on Monday, October 15th. It was inevitable. They’ll try to shed debt, they’ll close more unprofitable stores and terminate thousands of employees…but it won’t save them. Once innovators, the Sears Roebuck […]
(Time to read this article is about 2 minutes) It’s October and now is the time to start the planning, making the decisions and taking the action that will make 2019 your best year ever. As a teenager I ran the mile and 2 mile competitively. What I learned was that the day to train […]
(Time to read this article is about 1 minute) Last week I met a 30ish young man who builds and installs cabinets and kitchens for IKEA customers who don’t want to do it themselves. Having personally gone crazy trying to assemble several IKEA products, I asked him if he loves his job. Without hesitation he […]
(Time to read this Blog section is about 60 seconds) What’s your commitment to innovation and market leadership? In my Blog of last May 9th I quoted research showing that fully diverse teams that include age, gender and geographic / racial diversity made better decisions 87% of the time. The challenge is how do […]
(Time to read this article is about 1 minute) Sales Courses, Sales Managers and books on selling all tell us, “Don’t sell products and services…sell solutions.” Good advice…but, often, it doesn’t go far enough. We need to go beyond solution selling and coach customers on the ‘unseen possibilities’ available only with our caring and expert […]
(Time to read this Blog section is about 60 seconds) What’s your commitment to innovation and market leadership? While Nike and Adidas limit shoe customization to colour and material, New Balance, the high-performance running shoe leader with 25% market share, has made a major investment in technology to create shoes with customized soles with just […]
(Time to read this article is about 2 minutes) If you’re in an industry where there’s customer confusion, shady practices, or customer doubt and mistrust, (and you probably are), one of the most powerful things you can do is to coach customers on how to carefully choose, wisely buy and more effectively use what you […]
(Time to read this Blog section is about 60 seconds) How would you handle a 97% service delivery failure? Toronto police have announced that 97% of home alarm activations are false alarms…so they will no longer respond to any home alarm activation without a personal confirmation from the homeowner that a crime is being committed. […]
