Being in the railroad business made most railroads blind to the transportation business. They missed the opportunities to gobble up market share nabbed by trucks and airplanes. Most railroads are gone. Easy to articulate the strategies they coulda’ woulda’ shoulda’ implemented.
Bethlehem Steel was in the steel business. A realization they were in the durable materials [...]
I wish it had been me with such a flash of insight. But it was David Shenk in The Genius In All Of Us. He goes on to say, “Any ability is a process that involves building up skills. And we have to have the resources, right attitude, lots of things have to come together. [...]
Every now and then I come across something that instantly makes me stop whining about my challenges and troubles. Makes me feel like a jerk for complaining about things. Check out this video.
Frankly, when Tom Walther, President of ESE, Inc., a control system integration company, started comparing his work to brain surgery, I was more than a bit skeptical. Then he kept talking; and making a whole lot of sense. I’m convinced… I wouldn’t want an integrator without CSIA Certification working in my plant [...]
You hear the grumbling all the time. From sales reps: “My quota is higher again this year and my territory is smaller. Not only is it unfair, it’s nuts!” From plant managers: “My production targets are up again this year, and they want me to cut back on workers and eliminate overtime. Not only is [...]
“Philosophers are people who know less and less about more and more, until they know nothing about everything. Scientists are people who know more and more about less and less, until they know everything about nothing.” — Attributed to Konrad Lorenz
Most sales reps are quite adept at having a conversation with [...]
About fifteen years ago, I ran across a paper written by Arie De Geuss, then chief of corporate planning for Royal Dutch Shell. In it, he made one of those pithy observations that really capture the essence of sustained excellent performance. Insightful as he was at the time, it’s just not [...]
Ask any sales manager about the need for continuous sales training and you instantly get agreement that it is important. So why isn’t there more of it going on? The fact is, most money spent on sales training is wasted. Typically, it annoys most reps, bores many and is totally forgotten within [...]
The following is a guest post by my friend and colleague Todd Schnick of Intrepid. The subject is one of those profoundly simple concepts. Every sales rep, manager and executive can save time and learn more faster using RSS. I hope you’ll follow the advice. – TY
“I don’t know how you do it,” they [...]
No, I haven’t gone soft in the head. I’ve just decided to change (pun intended) my attitude about my strongly held belief regarding the absolutely essential, never-ending, iron-clad requirement to accept the inevitability of change – to embrace change – to crave change – to celebrate the joy of change.
What changed my perception of change? [...]
