Partners in Excellence

JUNE 26, 2022

Fortunately, through the work of Matt Dixon and Ted McKenna, we are learning how to do this. Matt and Ted tell us this is driven by indecision–the fear of messing up. This weekend, in celebration of the beginning of summer, I was invited to a dinner with friends. But what about the other 56% of that “left over pie.”

Up-sell 100

Up-sell Start-ups Follow-up Sell 100

Partners in Excellence

SEPTEMBER 12, 2022

We focus on our effectiveness, efficiency, and productivity in generating revenue. How do we adapt our systems to complement those of our customers, how do we help them adapt their systems in a way that we might more effectively help them achieve their goals. They may be less practiced with these, but they have these in place.

Customers 107

Customers Up-sell Follow-up Sell 107

Partners in Excellence

AUGUST 4, 2022

And, thanks to the upcoming The Jolt Effect , from Matt Dixon and Ted McKenna , we have a better understanding of that 60%. If they aren’t moving forward in improving their productivity, effectiveness, efficiency, the impact of an economic downturn may be more severe. The first isn’t surprising.

Growth 70

Growth Pitch Pipeline Start-ups 70

Partners in Excellence

JULY 20, 2022

And the interesting effect of doing this, is when create great value in helping our customers buy, we are also having a great, value based impact on who they choose. Afterword: The data on the no decision made comes from the great work done by Matt Dixon and Ted McKenna in The Jolt Effect. We qualify them.

Customers 68

Customers Technique Price Process 68

Partners in Excellence

MAY 23, 2022

Instead of provoking them to make a decision, it actually has the opposite effect of making them more worried and indecisive. Afterword: Much of this post was very loosely based on some of what Matt Dixon and Ted McKenna talk about in their upcoming book, The JOLT Effect! They worry about risk.

Sell 53

Sell Technique Process Customers 53