Make Your Business 1st Choice at Four Decisive Customer Moments

Throughout the history of buying and selling, purchase has been a challenging experience for both buyers and sellers because purchase is a lengthy progression with three phases: consideration, negotiation, and transaction.

Buyers have always been in control of their consideration phase and sellers have always been in control of negotiation and transaction because they “owned” every bit of valuable information relevant to the purchase. Today’s buyers, no longer dependent on sellers’ information, have taken control of the entire selling progression including negotiation and transaction.


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About the Author

Robert H. Bloom is the author of The New Experts: Win Today’s Newly Empowered Customers at Their 4 Decisive Moments (Greenleaf). For more information or to contact Robert Bloom, please visit www.TheNewExperts.com.

StrategyDriven Podcast Special Edition 44b – An Interview with David Parmenter, author of Key Performance Indicators, part 2 of 2

StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 44b – An Interview with David Parmenter, author of Key Performance Indicators, part 2 of 2 explores how to create a winning key performance indicator system that transforms these reports into decision-making tools supporting achievement of superior bottom line results. During our discussion, David Parmenter, author of Key Performance Indicators: Developing, Implementing, and Using Winning KPIs shares with us his insights and illustrative examples regarding:

  • Critical Success Factors, their role in connecting business strategy to performance measurement, and how to identify them
  • key steps to developing a performance measurement system
  • benefits of using a database to catalog the organization’s performance measures and the type of data this database should contain

Additional Information

In addition to the outstanding insights David shares in Key Performance Indicators and this special edition podcast are the resources accessible from his website, www.DavidParmenter.com.   David’s book, Key Performance Indicators, can be purchased by clicking here.

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About the Author

David Parmenter is author of Key Performance Indicators: Developing, Implementing, and Using Winning KPIs. David is an internationally renowned speaker, author, and advisor known for his work in the development of performance measurement systems that transforms these reports into a decision-making tool. He is a Fellow of the Institute of Chartered Accountants in England and has delivered workshops to thousands of executives and managers around the world. To read David’s complete biography, click here.

StrategyDriven Organizational Performance Measures Best Practice Article

Organizational Performance Measures Best Practice 11 – Predefined Action Thresholds

The value of organizational performance measures isn’t simply that they inform leaders and individual contributors of past and present state performance; rather, the power of performance measures comes from the actions they drive to improve future results. Therefore, organizational performance measures are most effective when they indicate when specific actions should take place. Predefined thresholds accomplish this objective.


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Additional Information

Additional information regarding the organizational performance measure thresholds can be found in the StrategyDriven whitepaper series Organizational Performance Measures.

Conquering the Communication Challenge with a Whiteboard

One of the greatest challenges managers and CEOs face is effectively communicating with their employees, clients and stakeholders. Whether by email, phone call or conference room presentation, the corporate world is inundated with more communication input than ever before. We’ve all become complacent to the noise. We’ve all heard it before, but it bears repeating: a key player in the communications challenge is the PowerPoint presentation. This presentation go-to is often a crutch that leads to glazed eyes, big yawns and undeniable apathy. Let’s look at how we got to this point.


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About the Author

Corey Sommers is Co-Founder and Chief Marketing Officer of WhiteboardSelling, a provider of tools, best practices and technologies that enable field personnel to communicate and demonstrate core business value propositions to C-level buyers in a confident, compelling and consistent fashion… all without slides. Corey has more than 15 years experience in sales and channel enablement, account manager certification and training, and competitive intelligence. He is passionate about bridging the gap between marketing and sales within large organizations. Prior to founding WhiteboardSelling, he developed and executed VMware’s channel enablement strategy globally, across VARs, OEMs, Distributors, ISVs, and Corporate Reseller channel segments. He had shared responsibility for sales enablement and training for BMC Software’s world-wide direct sales organization. Corey also founded Ventaso, a leading provider of sales-ready messaging software and tools. To read Corey’s complete biography, click here.

Leadership Inspirations – Dealing with Adversity

“Aerodynamically the bumble bee shouldn’t be able to fly, but the bumble bee doesn’t know it, so it goes on flying anyway.”

Mary Kay Ash (1918 – 2001)
American businesswoman and
Founder of Mary Kay Cosmetics