Coca Cola initiated a visual conversation with its customers and I thought it was worth sharing–as a reminder that not all customer engagement needs to be alike nor overtly about your brand. Coke promotes a photo campaign on Flickr titled What refreshes you? The premise is “wherever you find refreshment in the world, please [...]
Archive for the ‘Business’ Category
Fifteen Ways To Mis-Manage Change
Posted in Business, Change Management, tagged Business, Change Management, Communication on November 12, 2009 | 3 Comments »
Don’t bother to create a vision. Any old idea will do! Don’t share the vision. Your folks are smart, they’ll figure it out! Don’t establish an accountable and empowered change management team, someone will pick up the slack. Don’t educate your leadership team on the change nor their role in the change. Let them work [...]
Performance Metrics: Are You Driving Results Or Are The Results Driving You Crazy?
Posted in Business, Performance Metrics, Sales, tagged Dashboards, Performance Metrics, Sales, Sales Effectiveness, Sales Metrics, Scorecards on September 17, 2009 | Leave a Comment »
Years ago when I was just moving out of sales training and into a sales management role, we brought in a sales program geared to the major account team—a more sophisticated biz dev/account management process. In theory it was great and in practice, it should have been great. The domino effect of creating a discipline [...]
The Work Starts After The Sale Is Completed
Posted in Business, Customer Management, Sales, tagged Business, Customer Management, Sales, Sales Implementation on September 10, 2009 | Leave a Comment »
When I was a sales rep and I closed a big account, the euphoria generally lasted about a half hour. I’m talking about the BIG deals, the ones with long sales cycles, complex solutions and multiple layers of decision makers. The euphoria ends when the realization of the next steps sets in. For the industries [...]
Can You Make Tough Love Decisions and Salvage Your Customer Relationship?
Posted in Business, Customer Management, Sales, tagged Business, Customer Management, Firing Customers, Price Increases, Sales on September 8, 2009 | Leave a Comment »
I had a discussion recently about the challenges of organizational disconnect when it comes to “tough love” actions with customers. Examples of this would be pricing increases, changes in service parameters or firing customers (for lack of a better phrase). In and of themselves, these are fundamental facts of business but there are implications to longer-term relationships [...]
What Are You Inspiring Your Employees To Do?
Posted in Business, Employee Engagement, Leadership, Management, Strategic Selling, tagged Business, Employee Engagement, Leadership, Strategic Selling on August 27, 2009 | Leave a Comment »
In today’s market with a challenging economy and in most cases, a slow down in sales, a sales team will take its cue from its leadership on where to spend its time. The easy messaging is to go out and sell, which may simply be a means to communicate a disconnect between corporate wants and [...]
Is Leadership A Requirement In The New Normal??
Posted in Business, Corporate Culture, Leadership, tagged Business, Corporate Culture, Corporate Values, Leadership on August 24, 2009 | 1 Comment »
Looking back at the last eighteen months, the public has had an in-depth look at the quality of leadership in many companies. What we’ve learned is that companies can be easily derailed by the wrong management team, unclear values, etc. Looking forward, it seems as if the tide is turning in terms of leadership and [...]
Netflix Culture: Transparent, High Performing and Accountable, Part 2
Posted in Business, Corporate Culture, Leadership, Management, Self Development, tagged Business, Corporate Culture, Culture, Leadership, Management, Netflix, Professional Development on August 13, 2009 | 2 Comments »
In part one of this series, I talked about some key points in Netflix’s corporate culture that help them build a transparent, high performing and accountable culture. The corporate results are clear, they have enjoyed consistent revenue growth, a 26% increase in subscribers (Q2 09 vs. Q2 08) and a 21% growth in revenue (Q2 [...]
Netflix Culture: Transparent, High Performing And Accountable, Part 1
Posted in Business, Corporate Culture, Leadership, Management, tagged Business, Corporate Culture, Culture, Leadership, Management, Netflix on August 11, 2009 | 2 Comments »
After having reviewed the internal policy on corporate culture by Netflix, it makes me want to subscribe—and work there–just to be affiliated with something unique. If they are everything they say they are, they have created a working culture that is transparent, values its values as well as a hard working, team-oriented, “no jerks allowed” [...]
