The Price To Win

You would be hard pressed to go through a Deal Review and not have this as a question asked by one of your Executives or teammates. What do you think the Price to Win is? In general, we will always be guessing, but some guesses are more informed than others. The research surrounding this topic…

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The Red Team

I was doing some work with two different clients in the past week where the concept of the “Red Team” came up in conversation. Rooted in military history, a Red Team is an inside group that explicitly challenges a company’s strategy, products, and preconceived notions. It frames a problem from the perspective of an adversary…

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Fail Less or Win More

If you were given a choice, looking at the effectiveness of sales organization, would you rather lose less or win more? The word “both” was likely just echoing in your head. What we know to be true from both external data sources and the work we do with clients [large or small] is that there…

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Finding The Strategic White Space For Growth

As we enter the time of year when many companies begin to think about their Strategic Plan, it is a virtual guarantee that growth will be one of the top 2-3 strategic goals. We get to see many organizations from the Fortune 500 to the Fortune 5 Million and they all want organic revenue growth.…

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Complexity Leads to Commoditization

I get into a lot of conversations about the increasing Complexity in our customers environments and how that rolls down hill to us. All of our worlds are getting more complex as competitive environments intensify, access to information continues to expand and expectations continue to rise. What is the impact on your customers? I believe…

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What Are You Really Selling

When I ask this question of large groups, people know it is a trick question, but still default to common answers. Very naturally, our instinctive response is to think immediately of our specific products or services. The most common answers I get are that we are selling Solutions or Value, neither of which really mean…

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WHAT IF GROWTH WAS NOT AN OPTION

I am privileged to get to speak and spend time with hundreds of senior executives every year in various forums. There are smart and driven people as a general rule. There are several common themes that I get to see across this group, regardless of the size of company, industry or geography. The most common…

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