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We negotiate all the time. Any time you want something that another person has, or that person wants something that you have, you’re in a potential negotiation. Should you negotiate? That depends. You’ll want to size up the situation and …
What keeps your customer up at night? What is he or she most worried about? One of the best ways to build value with your customers is through a deep understanding of their business concerns. Too often, salespeople lead with …
It’s a challenge to measure ad effectiveness of online ads. In this podcast, researchers from the Kellogg School of Management at Northwestern University talk about how hard it is to really measure whether a digital ad is effective, and discuss …
You will find risk everywhere you look, if you look for it. Every time we get into a car, as a driver or passenger, there is the risk of an accident. Every time we burn a candle, there is a …
Here’s how to make sure your business has it’s best possible start. Disciplined Entrepreneurship, by Bill Aulet, is a handbook for new companies.
As we said in Part 1, the first phase of managing a project is Project Initiation. Early in the project, you define the project’s product or end point in sufficient detail that you can both satisfy the customer’s view of …
Now that your project is well scoped (in part 1), and you can define success, it’s time to consider cost efficiency and the timing for major expenses. It’s important to remember that shaping quality at the beginning of a project …
You’ve started a new project. Your objective is to successfully create and internationally launch a new high-quality product for your company. But, you’re stuck, because you are not sure you know how to ensure success across countries or how to …
Relationship selling is dead, or so contends author Matthew Dixon in his book The Challenger Sale. I think Dixon’s report of the death of relationship selling is an exaggeration. Let’s say relationship selling is evolving. Dixon advocates “challenge selling” over …