Business Value Selling.. basically the building and leveraging of the best financial business case to avoid price discounting to close business. The foundation of Business Value Selling is to have a conversation with your prospect about the financial impact of solving their issue (s), notice I didn’t say with your offering. When you can articulate a [...]
Despite recent waves of tech layoffs, data tells us that the battle for America's best and brightest talent is tougher than ever. The U.S. added more than 750,000 jobs in December and January. At 3.4 percent, the current domestic unemployment rate is the lowest since May 1969. That’s good news for those on the job [...]
Growth responsible business leaders have realized, since every business has the opportunity to disrupt their market and grow their business or be disrupted by competing forces, daily disruption management planning has become the norm. The business world is a fast-paced environment fueled by new technologies, changing consumer tastes, and other forces. And as in many [...]
Today, are you the disruptor, or the entity being disrupted or both? Well, we are all at least one of these. Because, sooner or later, something fundamental in all our business worlds change. And, as leaders we all face this, and our value as a leader is not judged by how we are being disrupted, [...]
High inflation, increased interest rates, supply chain disruptions, geopolitical instability, a cost-of-living crisis, falling consumer and business confidence — 2022 was tough, economically speaking. In fact, it’s been so tough that editors of the Collins English Dictionary chose “permacrisis” — meaning “an extended period of instability and insecurity” — as their word of the year. And global [...]
