Value Equation

One of the biggest complaints I hear from business owners is; ‘My people don’t even know what our value proposition is!’ While that may be a problem that is usually a symptom not the problem. The problem is no one has take the time to discuss the companies unique selling proposition. We all have competition…

Stuck

I’m stuck. My manager says ‘sell’ but the developers can’t keep deadlines. How can I sell when they can’t complete what we sell now? This is a common challenge. Here are some questions that come to mind. How long has it been this way? What has management done to fix the problem? What is the…

You Stew

Imagine if you will, that you are in a foreign land but didn’t realize you were there until you were there. You don’t know the language, the culture, the signs,  and the unspoken language. You could flip someone off unknowingly and become one of those ‘heads on a stick’. Imagine again, if you will, that…