Need a performance breakthrough but don’t want to pay a high-cost consulting firm to evaluate your organization’s performance? Want a solution that can be used over and over again across your entire company?
StrategyDriven was founded on the principle of making top-tier consulting services affordably available to the leaders of small and midsized businesses and the mid-level managers and professionals of larger companies. In a radical departure from the traditional consulting model, we offer our clients the assessment method and analytical tools used by top-tier consulting firms; greatly reducing if not eliminating the need for outside experts and their associated costs.
And why not? Talented employees familiar with their company’s day-to-day operations are often capable of performing assessments more rapidly than outsiders. All they need is the method and analytical tools enabling the revelation of self-critical performance improvement insights. And if an outside perspective is needed, our advisors provide that support via phone, video conference, or onsite in whatever amount desired – no more, no less, no long-term contract… you decide.
Based on decades of operational and assessment experience, StrategyDriven’s turnkey Sevian Business Performance Assessment Program is fully customized to reflect our clients’ organization structure, positional titles, and common business terms. Each program contains all the components necessary to implement a fully mature assessment on day one – truly enabling turnkey performance excellence. Supported by world-class software applications (optional), the program package includes:
Program Introduction establishing the framework for immediate program implementation, effective execution, and long-term governance.
Program Procedure containing specific step-by-step process procedures that are fully human factored to ensure consistent, accurate program execution.
Program Execution Guides providing detailed information on how to optimally perform major assessment activities including the use of program forms and models.
Program Principles, Best Practices, and Warning Flags elaborating on those core elements necessary for consistently superior program and process performance.
To ensure implementation success, we provide onsite training and execution support when the program is delivered.
StrategyDriven Advisors possess decades of experience helping leaders of small to Fortune 500 companies define and implement the complex, mission-critical projects needed to improve operational effectiveness and reduce costs. Isn’t it about time these people were working for you?
Click here for more information and to schedule your free consultation.
https://www.strategydriven.com/wp-content/uploads/LinkedInSDBPAPPost.jpg400698Nathan Iveshttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngNathan Ives2015-12-16 06:00:082015-11-21 17:55:07How to Uncover Breakthrough Improvement Opportunities without Consultants
It is a competitive market in today’s economy. After 26 years since the creation of the businesses now have a number of methods and channels to distribute marketing and information about their products and services and are able to reach a varied and broad audience. While this may be an effective marketing approach, it generates an almost cutthroat atmosphere of competition. Here are three key strategies any business can adopt in the coming year to boost profitability:
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Richard Milam is the president and CEO of EnableSoft. Prior to founding EnableSoft, in 1995, Richard was a partner and Senior Vice President of FiTech PLUSmark, and held other positions in Information Technology, Operations, and Sales.
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Leaders motivate and inspire their followers to collaboratively pursue achievement of an established vision. Thus, the very nature of leadership necessitates employee interaction, direction setting, and performance standard establishment.
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We began our research by asking people to describe their dream organization—one that feels authentic and within which it is possible for one’s best self to emerge. We’ve synthesized these ideal organizational qualities and have shown how some workplaces are making the elements of the dream real, inspiring the rest of us in the process.
Put together these multiple benefits – commitment, creativity, understanding, personal development, trust, purpose, and freedom—and you have created the fundamentals that underpin engagement at work. And we know that engagement is correlated with performance.
The dream organization, then, is also the high-performing organization.
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Rob Goffee is Emeritus Professor of Organizational Behavior at London Business School, where he teaches in the world-renowned Senior Executive Programme.
Gareth Jones is a Fellow of the Centre for Management Development at London Business School and a visiting professor at Spain’s IE Business School in Madrid.
Rob and Gareth consult to the boards of several global companies and are coauthors of Why Should Anyone Be Led by You? and Clever, both published by Harvard Business Review Press.
https://www.strategydriven.com/wp-content/uploads/WhyShouldAnyoneWorkHere.jpg631425StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-12-14 11:00:322016-05-03 20:10:016 Fundamentals That Underpin Engagement – authentic organizations are high-performing organizations.
Holidays are an excuse for decision makers to put buying decisions on hold. But the worst of them are the Christmas to New Year. “Call me back after the holidays,” and “Call me after the first of the year,” are two of the most hated phrases in sales. (They still rank behind “We’ve decided to buy from someone else,” “Your price is too high,” and “I want to think about it.”)
Call me after the holidays is not an objection. It’s worse. It’s a stall. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection or barrier before you can proceed.
Here are 11.5 clever lines and winning tactics to use that will help overcome the stall:
1. Close on the stall line. “What day after the first of the year would you want to take (would be most convenient to take) delivery?” 2. Firm it up, whenever it is. Ask, “When after the first of the year? Can I buy you the first breakfast of the new year?” Make a firm appointment. 3. If it’s just a call back, make the prospect put it on his calendar. Call backs must be appointed, or the other guy is never there when you call. Putting it in a calendar makes it a firm commitment. 4. Tell them about your resolutions. “I’ve made a New Year’s resolution that I’m not going to let great prospects like you, who really need our product/service, delay until after the first of the year. You know you need it.” 5. Offer incentives and alternatives. Create reasons not to delay. Buy now, invoice after the holiday. Order now, deliver after the holiday. 6. Question them about differences – and close them when they get there. “What will be different after the holidays? Will anything change over the holidays that will cause you not to buy?” (Prospect’s answer – “Oh no, no, no.”) “Great!” you say, “Let’s get you order in production (service scheduled) now, and we’ll deliver it after the holiday. When were you thinking of taking delivery (beginning).” 7. Agree. Then disagree. I know what you mean… lots of people want to wait. Most don’t realize that the money wasted/saved between now and the first of the year, will equate to a xx% savings if they buy now. Are you sure you want to waste the money? 8. Get a testimonial video. Ask someone who bought before the holidays and was glad they did to do a one-minute video about the value they received and how they originally wanted to wait and how happy they are that they didn’t. Videos with similar situations are a thousand times more powerful than your sales pitch. 9. Drop-in with holiday cheer. Use a small holiday plant or gift to get in the door. (No one says no to Santa – unless you live in Philadelphia. There they boo Santa.) 10. Create urgency. “The price will rise after the first,” or “There’s a product or delivery back-up after the first – schedule now.” 11. Be funny. Say, “So many people have said call me after the first that I’m booked until April. I do however, have a few openings before the first. How about it?” Making the other person laugh (smile) will go a long way towards getting past the stall. An alternative smile is “What holiday?” 11.5 Beg. Pleeeeaaase, I’ll be your best friend.
Reality check. The success with which this stall is able to handled is directly related to the quality of the relationship that’s been built with your prospect or customer. A good relationship allows more liberty to press for immediate action. A weak relationship will mean you wait until after the holiday. Or longer.
Prevention – the best cure. If you know this objection is coming, do something BEFORE it happens. Prevention of objections and stalls is the most obvious, most powerful, and least used sales technique. Here are a few prevention methods.
Start in early November to create urgency.
Set price raises in September to take effect January 1. Announce them right away and communicate them weekly into the holiday season.
Create a holiday special. Have a five day sale in December.
Offer December price incentives or special bonus incentives.
Throw a holiday party. Invite prospects and customers, and offer them a “Tonight only deal.”
Hold a series of seminars that are about important issues to your prospects and customers. Have the best one just before the holidays. Serve great food.
Create an internal sales contest with a great prizes.
Build relationships all year long.
The bottom line is – as sure as you’ll spend lots of money this holiday season, someone will ask you to call them after it’s over. When they do, don’t get mad, get creative. Don’t get frustrated, get a relationship.
Happy holidays. If you need more information on this subject, call me – after the first of the year. Ho, ho, ho.
Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.
About the Author
Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-12-14 06:00:532016-08-07 21:44:23It’s that time of year: “Call me back after the holidays.”
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Business Programs
How to Uncover Breakthrough Improvement Opportunities without Consultants
/in Announcements/by Nathan IvesNeed a performance breakthrough but don’t want to pay a high-cost consulting firm to evaluate your organization’s performance? Want a solution that can be used over and over again across your entire company?
StrategyDriven released its Sevian Business Performance Assessment Program, an immediately implementable process for performing in-depth evaluations of organizational performance.
StrategyDriven was founded on the principle of making top-tier consulting services affordably available to the leaders of small and midsized businesses and the mid-level managers and professionals of larger companies. In a radical departure from the traditional consulting model, we offer our clients the assessment method and analytical tools used by top-tier consulting firms; greatly reducing if not eliminating the need for outside experts and their associated costs.
And why not? Talented employees familiar with their company’s day-to-day operations are often capable of performing assessments more rapidly than outsiders. All they need is the method and analytical tools enabling the revelation of self-critical performance improvement insights. And if an outside perspective is needed, our advisors provide that support via phone, video conference, or onsite in whatever amount desired – no more, no less, no long-term contract… you decide.
Based on decades of operational and assessment experience, StrategyDriven’s turnkey Sevian Business Performance Assessment Program is fully customized to reflect our clients’ organization structure, positional titles, and common business terms. Each program contains all the components necessary to implement a fully mature assessment on day one – truly enabling turnkey performance excellence. Supported by world-class software applications (optional), the program package includes:
To ensure implementation success, we provide onsite training and execution support when the program is delivered.
StrategyDriven Advisors possess decades of experience helping leaders of small to Fortune 500 companies define and implement the complex, mission-critical projects needed to improve operational effectiveness and reduce costs. Isn’t it about time these people were working for you?
Click here for more information and to schedule your free consultation.
Three Key Strategies Any Business Can Adopt in 2016 to Boost Profitability
/in Tactical Execution/by Richard MilamIt is a competitive market in today’s economy. After 26 years since the creation of the businesses now have a number of methods and channels to distribute marketing and information about their products and services and are able to reach a varied and broad audience. While this may be an effective marketing approach, it generates an almost cutthroat atmosphere of competition. Here are three key strategies any business can adopt in the coming year to boost profitability:
Hi there! This article is available for free. Login or register as a StrategyDriven Personal Business Advisor Self-Guided Client by:
Subscribing to the Self Guided Program - It's Free!
About the Author
Leadership Lessons from the United States Naval Academy – Expect What You Inspect
/in Leadership Lessons from the United States Naval Academy, Premium/by Nathan Ives6 Fundamentals That Underpin Engagement – authentic organizations are high-performing organizations.
/in Corporate Cultures, Diversity & Inclusion, Management & Leadership/by Rob Goffee and Gareth JonesWe began our research by asking people to describe their dream organization—one that feels authentic and within which it is possible for one’s best self to emerge. We’ve synthesized these ideal organizational qualities and have shown how some workplaces are making the elements of the dream real, inspiring the rest of us in the process.
Put together these multiple benefits – commitment, creativity, understanding, personal development, trust, purpose, and freedom—and you have created the fundamentals that underpin engagement at work. And we know that engagement is correlated with performance.
Hi there! This article is available for free. Login or register as a StrategyDriven Personal Business Advisor Self-Guided Client by:
Subscribing to the Self Guided Program - It's Free!
About the Authors
Rob Goffee is Emeritus Professor of Organizational Behavior at London Business School, where he teaches in the world-renowned Senior Executive Programme.
Gareth Jones is a Fellow of the Centre for Management Development at London Business School and a visiting professor at Spain’s IE Business School in Madrid.
Rob and Gareth consult to the boards of several global companies and are coauthors of Why Should Anyone Be Led by You?
and Clever
, both published by Harvard Business Review Press.
It’s that time of year: “Call me back after the holidays.”
/in Marketing & Sales/by Jeffrey GitomerHumbug. Salespeople hate holidays.
Holidays are an excuse for decision makers to put buying decisions on hold. But the worst of them are the Christmas to New Year. “Call me back after the holidays,” and “Call me after the first of the year,” are two of the most hated phrases in sales. (They still rank behind “We’ve decided to buy from someone else,” “Your price is too high,” and “I want to think about it.”)
Call me after the holidays is not an objection. It’s worse. It’s a stall. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection or barrier before you can proceed.
Here are 11.5 clever lines and winning tactics to use that will help overcome the stall:
1. Close on the stall line. “What day after the first of the year would you want to take (would be most convenient to take) delivery?”
2. Firm it up, whenever it is. Ask, “When after the first of the year? Can I buy you the first breakfast of the new year?” Make a firm appointment.
3. If it’s just a call back, make the prospect put it on his calendar. Call backs must be appointed, or the other guy is never there when you call. Putting it in a calendar makes it a firm commitment.
4. Tell them about your resolutions. “I’ve made a New Year’s resolution that I’m not going to let great prospects like you, who really need our product/service, delay until after the first of the year. You know you need it.”
5. Offer incentives and alternatives. Create reasons not to delay. Buy now, invoice after the holiday. Order now, deliver after the holiday.
6. Question them about differences – and close them when they get there. “What will be different after the holidays? Will anything change over the holidays that will cause you not to buy?” (Prospect’s answer – “Oh no, no, no.”) “Great!” you say, “Let’s get you order in production (service scheduled) now, and we’ll deliver it after the holiday. When were you thinking of taking delivery (beginning).”
7. Agree. Then disagree. I know what you mean… lots of people want to wait. Most don’t realize that the money wasted/saved between now and the first of the year, will equate to a xx% savings if they buy now. Are you sure you want to waste the money?
8. Get a testimonial video. Ask someone who bought before the holidays and was glad they did to do a one-minute video about the value they received and how they originally wanted to wait and how happy they are that they didn’t. Videos with similar situations are a thousand times more powerful than your sales pitch.
9. Drop-in with holiday cheer. Use a small holiday plant or gift to get in the door. (No one says no to Santa – unless you live in Philadelphia. There they boo Santa.)
10. Create urgency. “The price will rise after the first,” or “There’s a product or delivery back-up after the first – schedule now.”
11. Be funny. Say, “So many people have said call me after the first that I’m booked until April. I do however, have a few openings before the first. How about it?” Making the other person laugh (smile) will go a long way towards getting past the stall. An alternative smile is “What holiday?”
11.5 Beg. Pleeeeaaase, I’ll be your best friend.
Reality check. The success with which this stall is able to handled is directly related to the quality of the relationship that’s been built with your prospect or customer. A good relationship allows more liberty to press for immediate action. A weak relationship will mean you wait until after the holiday. Or longer.
Prevention – the best cure. If you know this objection is coming, do something BEFORE it happens. Prevention of objections and stalls is the most obvious, most powerful, and least used sales technique. Here are a few prevention methods.
The bottom line is – as sure as you’ll spend lots of money this holiday season, someone will ask you to call them after it’s over. When they do, don’t get mad, get creative. Don’t get frustrated, get a relationship.
Happy holidays. If you need more information on this subject, call me – after the first of the year. Ho, ho, ho.
Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.
About the Author