The Pareto principle, or 80/20 rule, is well-known throughout many professions. It states that about 80 percent of the results come from 20 percent of the effort. This principle applies to sales in the area of opportunity management – 80 percent of our sales comes...
Customers are business people – they know that change happens. They know that plans are modified. Changes don’t make customers question our RELIABILITY – surprises do – whether good or bad....
We were approaching an important product launch that we hoped would address customer issues created by our current product. We had identified key customers who we needed to win before the launch in order for us to start with momentum. One of those customers was...
In spring of 1992, Lew Platt was named to succeed John Young as CEO of Hewlett-Packard. Prior to becoming CEO, Lew was the executive sponsor for our Boeing relationship. Those of us on that team were lucky to work with Silicon Valley’s low key, genuine...
I recently met with a legal practice that is considering the use of The Five Abilities® to broaden their client-base. We sat in their client conference room which was decorated with dark cherry wood walls, oil paintings, a long mahogany conference table, logo imprinted drink...
Most business leaders agree that, at minimum, sales managers and directors must have sales experience. Furthermore, most hiring executives require that prospective sales leaders have successful sales experience in the industry for which they are hiring. “Selling experience within the industry you’re applying to, was...
What it says on the invoice is different than what customers really buy when they choose our products or services. Customers certainly want products that work and services that deliver expected results, and that’s what they pay for. However, when choosing to buy from us versus our competitors the...
