Your client’s business perception of business reality is complex. If you are really good at discovery, you quickly determine whether, or not, these two concepts are light years apart. Often, decision makers have a rosy view of the reality of their business case. There’s a saying: “perception is reality.” With a little bit of marketing and advertising,… [Continue Reading]
When Business Perception is nowhere near Business Reality
Is Your Professional Word also Your Bond?
“B, your professional word is your bond,” my client said to me. His statement took my breath away. The following story is how we arrived at that conversation. Your professional word is not lip service about being a trusted colleague. As context, I cleaned up former reps’ sales messes. My customer retention numbers were off the… [Continue Reading]
Bring Ethics To Your Website and Blogging Content
You start a business and you establish real estate on the internet by creating a website. If you are a mature company, perhaps you decide the original website designed by one of your internal staff (or your 17 year old nephew) is not exactly doing what you want it to, namely, providing a rich and… [Continue Reading]
Why YOUR Core Values Matter. A Lesson in Professionalism
Core values matter. Every day we spend our time trying to justify to our customers and our prospects why they should be doing business with us. What do we, and no one else, bring to the table? We develop “account entry strategies” or “value propositions” to get our foot in the door via phone, email, personal… [Continue Reading]
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