Tag Archives: sales management

What’s in Your Leadership Golf Bag?

This is one of those posts that more or less insists on being written. Last week I started talking about the pronouns that help to define leadership styles. I felt that clearly I needed to bring in Daniel Goleman’s work … Continue reading

Posted in Entrepreneurship, Incentives, Leadership, Managing Employees, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , | 2 Comments

2 Responses to What’s in Your Leadership Golf Bag?

  1. Frank Benzoni P.E. Retired says:

    John

    Great article and Happy New Year; Wishing for MORE of “Awake at Two O’clock”

    Frank

  2. Cathy Locke says:

    John,
    Would appreciate a self-scoring matrix that will help me see what leadership styles you use most frequently.
    As always, I truly enjoy and respect your knowledge and experience reading and sharing your blogs.
    Cathy

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“Congratulations — You are the Low Bidder!”

The sentence that titles this post could be defined as the epitome of mixed emotions for a business owner. You won the business, but only because you are willing to work for less than everyone else. Perhaps you deliberately cut … Continue reading

Posted in Customer Relations, Entrepreneurship, Leadership, Marketing, Marketing and Sales, Sales | Tagged , , , , , , , , , , , , , , , | 1 Comment

One Response to “Congratulations — You are the Low Bidder!”

  1. John Hyman says:

    Price is seldom an issue when service, quality, and consistency are provided. But perspective and experience is huge. The airline industry has been taking advantage of their customers for years because we have little choice and have to travel.

    On a Delta flight from Dallas to Seattle a few years ago, a packed Boeing 757, the woman sitting in the middle seat next to me raised her hand, to get the attention of the flight attendant doing her cabin pre-flight check. “Where is the olive oil” she asked loud enough for the majority of the other passengers to overhear. When the flight attendant approached our aisle, with a puzzled look, the woman commented “are sardines always packed in olive oil?” The cabin erupted with laughter and agreement.

    Leaders with a vision like Herb Kelleher are very unique. And you are spot on in your observations about how well they deliver on their promise.

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The Quest for Recurring Revenue

Recurring revenue is the current Holy Grail of business. Barriers to Entry, a traditional way of assessing your differentiation against competition, have been replaced by Barriers to Exit, how to make it at least inconvenient or at most excruciatingly painful for … Continue reading

Posted in Customer Relations, Economic Trends, Entrepreneurship, Marketing, Marketing and Sales, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , , , , , , , | 1 Comment

One Response to The Quest for Recurring Revenue

  1. I am striving to achieve different recurring revenue streams over time, so I will check out the book, The Automatic Customer by John Warrillow.

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When a Customer Outgrows You

There is nothing that quite matches the excitement of landing your first really big customer. It often brings with it the confidence that comes with knowing, really knowing, that you can compete in the big leagues. There could be the added security of … Continue reading

Posted in Customer Relations, Entrepreneurship, Marketing and Sales, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , | Leave a comment

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Measurement is Not Management

“The employees respect what the boss inspects.” Since Frederick Winslow Taylor published The Principles of Scientific Management in 1911, breaking down tasks into measurable pieces had been the cornerstone for employee training and tracking performance. Why then, do many large organizations with … Continue reading

Posted in Customer Relations, Entrepreneurship, Incentives, Leadership, Managing Employees | Tagged , , , , , , , , , , , , , | 4 Comments

4 Responses to Measurement is Not Management

  1. David Basri says:

    Could not agree more!

  2. In French the word is Saboteur for throwing you wooden shoe into the mill to stop the work. before Mr. Taylor or you friend experienced in in the bottle factory. That is the real issue. why do we keep reinventing the wheel? people don’t change – the environment in which they work and are surrounded does. They are not guinea pigs to experiment on. The real issue is what knd of employee do you reruit and grow within your organization.

  3. Todd Marquardt says:

    I’m impressed by your awesome insight as usual. I’ll keep your article in mind as we manage by statistics.

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