Innovation: I am fascinated by innovation. I love the idea of pushing the boundaries beyond “what we’ve always done” into new territory. Innovation does not just have to happen in the area of new products or services (although that’s usually the first thought). Innovative ideas can also spring from changing how something is done. Last […]
The following is a case study derived from working with a client. To preserve confidentiality, I am only describing the problem and not the client. PROBLEM: A client came to me with their need to raise prices. They’ve had prices set for a while now and it was time to raise them to keep up […]
Microsoft’s success for so long has been to provide usable tools that are standardized across many computers. They’re not the best tools, they’re not the cheapest, they’re not the most expensive, but they’re ubiquitous and workable. That recipe has worked for Microsoft for a long time; desktops were Microsoft’s domain. But now, plenty of their […]
Great sales book. One of only two sales books I own. I read it over and over and over.
My thinking about the sales process had me thinking about best practices and so I had a stack of borrowed books about best practices in my office. One of the books in my “best practices book pile” I read recently: Best Practices: Building Your Business with Customer-Focused Solutions, written in 1998 by R. Hiebeler, T. […]