insight-triggers-and-connecting-the-dots 
Partners in Excellence
MAY 1, 2014
Top performing executives, business development, and sales professionals have an incredible, almost innate ability to “connect the dots.” This ability to connect the dots is the ability to instantly assess: This is what’s happening in this person’s markets/industry.
Partners in Excellence
APRIL 14, 2022
My goal was always to understand their business better than they do, using that, to bring insights and ideas about how they might do better, opportunities they might have, how they can grow. I’ve always sought to understand my prospects’ and my customers’ business better than they do. Possibly it alienates them.
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Partners in Excellence
MARCH 4, 2015
They struggle to connect the dots to, “How can we help them?”. They want to talk about their company, their products, how their products and services help solve a customer problems. Turn them on, and they won’t stop, questions don’t deter them. But try an experiment with your team. Then role play the call.
Partners in Excellence
APRIL 27, 2015
” One of the problems with strategy and execution is the inability to connect the dots to everyone in the organization. Connecting the dots to everyone in the organization is critical to alignment and execution. I’m sure I’m trying the patience of a number of people in a client organization.
Partners in Excellence
SEPTEMBER 4, 2015
Hopefully, there is an enterprising entrepreneur who will read this post and do something about a challenge I have–I think virtually all of us have. It’s the issue of “Who should I be talking to?” At least seven things that I was aware of, no telling the number of things I’m oblivious to). Third, Fourth, Fifth.
Partners in Excellence
JANUARY 4, 2016
We have to connect what our customers do with the goals and priorities of their management. We need to know how those changes and improvements ripple up to the overall corporate objectives, connecting the dots between the operations we impact and the strategies of the organization. The role of sales has clearly changed.
Partners in Excellence
MAY 14, 2015
Some, in fact, may be on how to deliver insight, but not about the insight itself. My friend, Tim Ohai , has a brilliant bet he makes with sales people. ” The tragic part of this story, is that Tim has never had to pay the $100! They can fill whiteboard after whiteboard with facts, figures, feeds and speeds.
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