Archive | Business

Servant Leadership

I came across an article in Inc. Magazine last month on Servant Leadership that really hit the mark for me. The basic premise is summed up by a quote from Kent Keith, CEO of Greenleaf Center of Servant Leadership: “I think the simplest way to explain it would be to say that servant leaders focus […]

Continue Reading

B2B Marketing and Sales are not Sequential Activitities

For a large part of my professional career, I considered marketing and sales to be interrelated but sequential elements of any business. Marketing generates leads.  These leads are recorded and delivered to sales.  Marketing goes back to generating more leads. Sales converts leads into orders/contracts.  Complains about lack of leads. Rinse. Repeat. This model probably […]

Continue Reading

The Formula for Trust

Trust is an essential part of most healthy relationships – personal and professional.  Trust gives faith – and if you are in the intangible services market, then there is often a leap in faith when clients hire you. I recently came across an article on the principles of Trust that had an equation for building […]

Continue Reading

Tips for Hiring Salespeople

I’ve worked in sales roles before, but quickly discovered that I am no salesperson; and so with my own businesses, I’ve always preferred to hire professional salespeople. There are many ways to interview and vet staff – especially salespeople. I’ve seen the “now, sell me this pen” type of interview.  I’ve seen candidates subjected to […]

Continue Reading

What really Motivates Employees

I came across this excellent video (below) the other day – content from Dan Pink and animation by The RSA. The main thread is that businesses have been ignoring for years some very credible and scientific research on motivating employees.  Most companies believe that if you want to increase the performance of your employees, you […]

Continue Reading

Management Tip: Trust but Verify

A lot of managers don’t know how to delegate. They understand the task and are able to explain what needs to be done ok.  They allocate the task to a capable person just fine. They even set a time frame for completing the task exactly as you would expect.  But in the end, they don’t […]

Continue Reading

Eliminate Prima Donna’s from your Business

Sometimes you get an employee who is smart, creative, passionate and pretty darn good at what they do; but they are also arrogant, obstructive, demoralising and high maintenance.  This is the prima donna employee and despite their benefits, they are not worth keeping. I’ve had to deal with many prima donna employees during my career […]

Continue Reading

Inbound Marketing – A Book Review

I just finished reading Inbound Marketing by Brian Halligan and Dharmesh Shah. The primary emphasis of this book is to demonstrate how traditional “outbound” marketing methods no longer achieve the results that they once did (if they ever did).  Marketing your business in today’s “digital economy” should focus on “inbound” methods – something that I […]

Continue Reading