Socially accepted excuses are the enemy of personal accountability and can drag down an office, a team or a company. So, how do we ensure socially accepted excuses do not weave their way into the fabric of the company? By building a foundation we refer to in our training as The Four Cornerstones of Success.
The question of "Do You Have Vision? is something we ask ourselves every Monday morning as we are reviewing our sales pipeline. We bring up the list of deals that are in play, and we challenge each other. We pick at each account, each decision maker, each culture, each opportunity. We do this because we fanatically protect our value statements.
Picture this if you will ... an hour glass with green sand on your desk that represents time and money. YOUR time and YOUR money. You see, we all get the same 525,600 minutes in a year, and as a leader, we must invest that time wisely. We must invest that time where we will get a return on investment.
In Strategic Selling, defect or failure results not from what you know, but about what you don’t know. The Titanic was not sunk by what they knew or could see. It was sunk by what they didn’t know or couldn’t see. So, it is of critical importance that we build diagnostic tools or “models” to help us discover what we don’t know about an opportunity or a client relationship.
Butler Street in conjunction with NAPCO Media, Printing Impressions, and Print+Promo, announced its 2017 Best of Print & Digital Award Winners. Winning companies were selected based on their Net Promoter Score (NPS) — which has been widely regarded as the most accurate leading indicator of client loyalty and future revenue. Why is this survey so important?
Consider your role model(s); those that are the definition of "successful" in your mind. You may believe that they have natural abilities (and you don’t) and that is why they are successful. However, if you study their actions, interview them, read their biographies, or listen to a podcast about their habits, you will find that these successful people are all willing to do things that others simply do not do.
In the hundreds of companies that we have studied at Butler Street, along with the analysis from our research division, we have found some common themes in companies that struggle to win. If your company allows any of the following situations to happen, it may well be what’s preventing you from winning and will certainly be what will prevent you from winning in the future.
Earlier this year, my partners and I were asked to lead a panel discussion on this topic for an audience of 120 C-level executives. Our research, which includes direct client interactions, Voice of the Customer and Net Promoter Score surveys all indicate that INNOVATION is the #1 desire of end-user customers.