27
2015
What Is It Costing You When Your People Can’t Get What They Need, Right When They Need It?
We all know that “Time is Money” right? Well, how much money do you think your company is wasting when your employees can’t find what they need to do their job, right when they need it? Go ahead, take a guess. There are a number of research papers out there that have said the average employee spends upwards of 8 hours per week searching for…
21
2015
Build a Better Buyer Business Case
Mike Schultz and John Doerr of the RAIN Groupwrote an excellent white paper recently on What Sales Winners Do Differently. In this paper they did some interesting research around what winners of more than 700 B-to-B sales opportunities did differently. The three things they outlined that were significantly different were that winners: “Connect the dots between customer needs and their company’s products and services and…
13
2015
Corporate Knowledge is a Corporate Asset
There are three types of knowledge that I want to address is this article: Tacit, Tribal and Corporate Knowledge. Allow me to provide “my” definition of each. Tacit knowledge is the knowledge that someone has learned about something but isn’t shared or documented. It is often the knowledge they have about a business process that isn’t identified within an operators or process manual that makes…
05
2015
What if you took a Small Bite out of Big Data?
According to Wikipedia: “Big Data is an all-encompassing term for any collection of data sets so large and complex that it becomes difficult to process them using traditional data processing applications. The challenges include analysis, curation, search, sharing, storage, transfer, visualization and privacy violations.” They go on to say: “the world’s technological per-capita capacity to store information has roughly doubled every 40 months since the…
22
2014
Do You Provide a One-Size-Fits-All Approach?
Have you ever noticed that some organizations appear to have a one-size-fits-all approach to their: Customer’s Problems, Sales Campaigns, Marketing Campaigns and Collateral and Product Development? Why is that? Well, I believe that it is due to the lack of understanding of what their customers need. I believe that there is a lack of alignment between those sales, marketing and product development departments and their…
16
2014
Can You Quickly Replace The Talent You Have?
A good friend of mine and a real thought leader, Jeff Klingberg, President/CEO of Mountain Stream Group, Inc. (www.mountainstreamgroup.com), and I have been talking about the strategic and expanding problem organizations have around protecting their tribal knowledge and employee talent. Jeff sent me a recent article he read called Talent Creation and the Bottom Line in this month’s issue of Training Magazine (www.traininmag.com). In it,…
10
2014
Protecting Your Tribal Knowledge Isn’t an Event, It’s An Ongoing Process.
Whether it is the corporate knowledge, intellectual capital, tacit knowledge, or tribal knowledge that your employees have, once they walk out the door and don’t come back, the loss of that corporate knowledge can have an enormous negative impact on your operation. This employee knowledge is one of your most important assets and needs a process in place to capture and protect it. Tacit, or…
04
2014Sirius Decisions Interview – From Pitching Products to Selling Value
I discovered this article from a discussion thread on LinkedIn, hosted by Tom Pisello: the roi guy and chairman and founder of Alinean (www.alinean.com) and was so impressed with the quality and relevance of this content that I wanted to re-blog it. So my readers, I hope that you get as much out of this as I did. Recently we had the pleasure of…
01
2014Are Your Prospects Deaf, Dumb & Blind to Their Own Problems?
I find it very interesting that there are a lot of people out there who appear to be deaf, dumb and blind to the problems that exist within their own organization. It’s either that or they simply don’t want to hear, see, or talk about them, or admit that they actually have them. When you encounter a prospect like this, it makes you wonder if…
25
2014
Accountability
With all that is going on in the world today, I believe that the word “ACCOUNTABILITY” has strong implications for our personal, business and political lives. According to Webster, Accountability means: “the quality or state of being accountable; especially: an obligation or willingness to accept responsibility or to account for one’s actions”. The words “an obligation or willingness to accept responsibility or to account for…