How do you sell the tangible and the intangible where products and services are simply along for the ride? When immersed in the thinking of the intangible, what everybody sees can be virtually meaningless. What matters is what few people see, and at the top of the list are emotion, influence, and time. Talk to ... Read More >
Photo by Max Vakhtbovych from Pexels Companies worldwide have embraced the Innovation Center concept to fuel organic growth, only to run into an immovable barrier. They do all the right things that largely center on the physical facility, technology tools, and people. Expectations and enthusiasm run high, but eventually so does cost. And ... Read More >
Most sellers would say that the objective of a sales campaign is to win a deal by convincing the customer to buy from them. But is there more? To answer this question, we’ll exercise unconventional thinking in the form of personification – treating something as a person to seek enhanced clarity and understanding. Living organisms can ... Read More >
Company executives set direction based upon a vision that, in turn, establishes certain critical priorities. This constitutes the why things get done, but what about the how things get done? And, which is more important? Will the end justify the means or will the means alter the end? The answer to these questions brings us ... Read More >