University Recruitment – Trust Versus Performance

How did Burberry, a venerable British company known for its stodgy trench coats, become a $2 billion dollar fashion empire? Moreover, what can the lessons it learned revitalizing its brand teach us about university recruitment strategies? At this year’s Chick fil A Leadercast®, Burberry CEO Angela Ahrendts shared how she turned the 154-year-old British institution […]

What Kind of Music Are You Making?

Think of the last time a great piece of music caught your attention. Maybe the lyrics to a song reminded you of summer memories or a movie soundtrack fueled your workout at the gym. Classic songs set the tone for our days, get stuck in our heads, and leave us wanting more. But what makes […]

Developing a Culture of Change

“There is nothing wrong with change— if it is headed in the right direction.” Winston Churchill Think of the last time you wanted to change something. You know the feeling–whether it was a picture frame hanging crookedly on a wall or a slow-moving line at the DMV–it took every ounce of willpower to keep from […]

10 Ways to Increase Accountability

Some managers think of sales as an easy performance measure.  It’s binary–either you made your objective or you didn’t—but, when you over-simplify sales performance this way, you create a couple of problems: It is an “after-the-fact” metric.  You only know if you have hit your goal at the end of the business cycle, when it […]

Volume & Velocity – It’s Not Rocket Science

Most people haven’t thought about “volume and velocity” since their high school physics classes. The terms call to mind the kind of abstract equations only a rocket scientist or automobile designer could love, but to me, volume and velocity mean only one thing: sales capacity. As we learned earlier in the Sales Strategies Series, these […]

Why Your Sales Process Matters

Many companies believe that a “business is only as good as its employees,” a fundamental mantra of corporate life. To a limited degree, this is true: employees are ultimately responsible to deliver high quality products, care for customers, and serve as the face of the company. However, while employee impact should never be minimized, I […]

Uncertainty or Opportunity?

Do you ever feel overwhelmed by the sheer volume of negative news streaming through your TV or laptop?  Riots in the Middle East, threats of a double dip recession, incessant political ads, etc. can leave us feeling like we are stuck at an inopportune time in history.  So much negativity can skew our perspective rather […]

Why I Prefer Reviews to Resolutions

“Many people look forward to the new year for a new start on old habits.” ~Author Unknown Greetings! I hope you had a meaningful Christmas with your family.  I enjoy the calm between Christmas and New Year’s. It’s a time to rest, regroup, and look forward to the year ahead. Like many people, I set […]

Using the SWOT Analysis to Your Advantage

In a previous post we explained how to use an External SWOT analysis to assess your strengths and weaknesses relative to your competition.  It’s a simple tool that empowers you to develop marketing messages that effectively position the unique products and services you offer. When combined with the information you gathered during the strategy development […]

Best Wishes for a Meaningful Thanksgiving

If you walked through the supermarket this week, you couldn’t miss the arrival of the holiday season. Crowded carts overflowing with frozen turkeys, cans of cranberry sauce, and stuffing mix are one indication of the abundance we’ll enjoy in the coming weeks. Already, black Friday specials are coming out to kick off the Christmas shopping […]