In the late 70’s I remember making a sales call on Wall Street and taking a break for lunch on the steps of Federal Hall (Intersection Broad and Wall Street, site where George Washington was inaugurated as our first President). Around the corner from Wall Street comes a man who introduces himself as Congressman Ed … Continue reading So, How am I Doing?
“Progress is impossible without change, and those who cannot change their minds cannot change anything.” Charles Bernard Shaw Translation– Titans know to succeed they must embrace the concept of change. If they want to do more than last year, then they must increase the level of their current actions or change their actions. If they … Continue reading Charles Bernard Shaw
Herb Kelleher Chairman Southwest Airlines Question: Which airline is the fifth largest in the United States and is the only airline to turn a profit for 24 consecutive years? You guessed it- Southwest Airlines. Mr. Kelleher put two basic business principles to work and never wavered from them: Find your niche market and be the … Continue reading Herb Kelleher Chairman Southwest Airlines
“There is only one boss. The customer! And he can fire everybody in the company from the chairman on down, simply by spending his money elsewhere.” Sam Walton, founder of WalMart Translation: Thank all of your customers who bothered to complain about something. For every customer who complains, surveys find that 20 others don’t bother … Continue reading Sam Walton, founder of WalMart
If You Don’t See It, You Won’t Get It In hearing Guy Kawasaki speak about his early days at Apple Computer, evangelism was what made Apple a reality. Guy and his colleagues had to go out to software developers and convince them to commit resources to develop products for a hardware platform that wasn’t on … Continue reading If You Don’t See It, You Won’t Get It
Our booming economy is providing all executives with a key challenge—-where to find good help. While I would love to have the answer for all of you (would be worth more than winning this week’s NJ Power Lottery of $300 Million- wish me luck), I do have some insights that you should use for guidance. … Continue reading Where Can I Find Good Help?
You’ve got Only Five Minutes- So Give It Your Best Shot! How many times have you gone on an appointment and had the customer say you’ve got five minutes, so start talking? Now I know you wouldn’t do that (right?) but you have probably seen others fall into the trap and start spilling their guts … Continue reading You’ve got Only Five Minutes…
“It is not that they can’t see the solution: It is that they can’t see the problem.” Grover Cleveland Translation: Titans concentrate on helping their customers understand their challenges and identify appropriate solutions. Non-Titans concentrate only on selling their features hoping they will be enough to make the sale. Features are commodity driven. Solving problems … Continue reading Grover Cleveland
Did you know that the biggest IPO (Initial Public Offering) in history started with a cold call? That’s right! A few years ago James A. Runde, Vice Chairman of Morgan Stanley, picked up the phone and called UPS CFO Robert J. Clanin regarding an IPO. Mr. Runde thought UPS was ripe for a solid market … Continue reading James A. Runde- Vice Chairman of Morgan Stanley
As some of you know, my daughter Amanda will turn 6 years old on June 1st. My mother wants to buy her a bike and told me since she didn’t learn yet how to ride a regular bike, we should buy her one with training wheels that can come off when she learns. My response? … Continue reading Who Needs Training Wheels?