Overcoming Hidden Agendas in the Complex Sale
"The meeting is at 2 p.m. I'll e-mail you a copy of the agenda, your personal agenda and the hidden agenda."
View ArticleHow Talented Teams of People Work Together – and Strengthen Each Other
How do talented teams of people successfully work together? Here's a "little story" about a talented group of people, all stimulating and elevating each other to levels of performance and degrees of...
View ArticleMarketing Insights Gained From Military Strategy
Analogies of various military strategies have been used to illustrate marketing and selling mechanisms and means. Certain ideas of military strategy are important for all who are engaged in commercial...
View ArticleAnxiety and Its Antidotes … For Business and Life
When a person is confronted with some significant event or experience that is believed to be both important and uncertain they may feel anxious. This anxiety-generating situation may be one that is...
View ArticleThe Science of Selling as an Art Form
All decision making processes are both rational and emotional. These two processes are sometimes hard to separate but they are both at work, especially in complex sales cycle.
View ArticleHow to Become the Entrepreneurial Leader of Tomorrow – Today
Leaders deal in ideas. They also deal in ideals. The more relevant and significant the ideas may be, the greater and the more substantial are the opportunities and the challenges and the need for...
View ArticleExperience. Reflect. Act.
What we do well, we enjoy doing. And, the better we become at something, the more we enjoy its doing — and the better we want to become by doing.
View ArticleDesperately Seeking Business Sense in Storytelling Sensibilities
Storytellers create interest in their tales through showing the opportunities and desires of ...
View ArticleWhat Leadership Lessons Can Marketing Learn from Military Strategy?
All of recorded history confirms that the relative strength of a nation’s military power largely determines the degree it can assert and enforce its imperialistic, economic and political aims. The...
View Article10 Key Strategies to Get Motivated
Sometimes motivation is a problem. It’s hard to get going. To get inspired. Especially when there is an overabundance of negative news or negativity in your work environment. When the problem is...
View ArticleThree Proven Principles for Continued Sales Success
Is it possible to summarize the essence of all that has been written and taught about the art and science of value-based selling in complex environments into as few as three key ideas? Ideas that can...
View ArticleThe Complex Art of Entrepreneurial Leadership
Leaders deal in ideas. They also deal in ideals. The more relevant and significant the ideas may be, the greater and the more substantial are the opportunities, the challenges, and the need for leaders...
View ArticleWanted: Stories, Storytellers and Story Sellers for Business
Good stories fascinate us all. They always have. They always will. Businesses need stories, storytellers and story-sellers to succeed in any market.
View ArticleThe Manifesto of Non-Accountability Travels on the Blame Train
Accountability demands that we each answer to someone else for what we each may do, or fail to do, for and to that other. Wherever there is power of any type there must also be a regulating and...
View ArticleSense and Sensibilities Selling
To effectively sell value, the seller must understand the buyer’s senses. The seller must understand what it is that each person involved in a buying choice explicitly seeks. To do this, the seller...
View ArticleIt’s Not About Rules; It’s About Principles
Business success, like success in any pursuit, is about the consummate understanding and mastery of key principles — not about following rules. A rule states, “You must do it this way.” A principle...
View ArticleTo Start a Revolution of Initiative and Innovation Ignite Your...
Innovation and speed-to-market are two ways to launch and grow a business. Creating, fostering and sustaining the right working environment to do this can be tricky. One way is...
View ArticleDelicate, Demanding, Yet Delightful – The Art of Delegation
Delegation is the essence of leadership. It is the soul of management and the empowerment of the organization. Those who will not delegate cannot lead, cannot manage and cannot help grow an...
View ArticleKnow the “UN” Words to Lead and Succeed
BY CINCOM CEO TOM NIESSuccessful entrepreneurial leaders create a compelling vision of where organizations should head. They continuously communicate how to proceed, and energetically guide and...
View ArticleMentor, Monitor, Mobilize
To improve oneself in business and become better at what you do, top-notch mentoring is an absolute necessity.
View ArticleThe Entrepreneurial Leader of Tomorrow …Today
Successful entrepreneurial leaders create a compelling vision of where organizations should...
View ArticleNever a Sales Cycle, Always a Buy Cycle
Winston Churchill once said, “I am always willing to learn, however I do not always like to be taught.” I’ve always admired this phrase, but speaking as a salesperson, I feel it can be adapted easily...
View ArticleSix Failure Follies of ThoughtlessThinking … and How to Avoid Them
The teacher could be wrong. Think for yourselves.
View ArticleExploring the “Bicycle” Buy Cycle
A different approach to help you connect with prospects and customers
View ArticleThe Teacher Could Be Wrong … Think For Your Self
Challenge authority. Challenge experts, Challenge friends. Think for yourself.
View ArticleHow to Avoid the Six Traps of Thoughtless Thinking
There are six particular follies of thoughtless thinking that have a way of easing into boardrooms, informal meetings and organizations. Recognizing these six follies is the most important step to...
View ArticlePutting the Burden Down
We carry our burdens with us all of the time; sooner or later we will not be able to carry on as the burden becomes increasingly heavier. But certain types of stress are very good for us. For many of...
View ArticleBusiness Lessons from Venice – How to Rise and Fall
By Cincom CEO Tom Nies The history of Venice can prove a valuable lesson to any business that feels it is at the top of its game or holds the largest share of the market. One must never rest upon...
View ArticleHow You Can Benefit From the Lessons of Don Quixote
By Tom Nies Live the impossible dream.
View ArticleHow Lessons From Fast-food Giants Can Help Your Business Lead an Industry
By Thomas M. Nies Not all of us can be the first in an industry, but with a little creative thinking, we can all add a new first to an industry.
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