Bold Business Minds

Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought. At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell. The documentary "Steve Jobs: The Man in the Machine" provides a deep dive into the life and legacy of Apple's co-founder, Steve Jobs. It offers a unique perspective on Jobs' approach to business, innovation, and leadership. Here are some sales lessons gleaned from the film and Steve Jobs' philosophy: Value of Mentorship : Steve Jobs was known for seeking guidance from those he admired and respected. He understood the importance of learning from others' experiences and expertise to enhance his own skills and knowledge. Product Excellence : Jobs' focus was always on creating...

In the intricate tapestry of modern commerce, word of mouth (WOM) stands out as a timeless and organic catalyst for business growth. It is the natural process by which customers share their experiences with a brand, influencing the purchasing decisions of others. This phenomenon transcends industries, yet its impact varies based on the nature of the products or services and their market positioning. High Ticket Industries: Trust as a Cornerstone In high ticket industries, such as luxury goods, real estate, and business-to-business (B2B) markets, WOM is a cornerstone of growth. Here, the stakes are high, and the sales cycles are long. Trust is not just a commodity; it's the currency. For instance, in the B2B sector, WOM significantly influences buying decisions, often more than advertising and personal selling. A recommendation from a trusted peer can sway a decision-maker towards a six-figure investment. The trust built through positive WOM in such industries can lead to long-term ...

Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought. At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell. "Moneyball," the film adaptation of Michael Lewis's book, is not just a sports movie; it's a treasure trove of insights for sales professionals and businesses alike. The story of Billy Beane and the Oakland A's is a testament to the power of analytics, strategy, and innovation. Here are some key sales lessons gleaned from the movie: Embrace Data-Driven Decisions : The Oakland A's, under the guidance of Billy Beane, shifted from traditional scouting methods to a data-driven approach. This highlights the importance of relying on data and analytics to make informed decisions, rat...

The Digital Transformation Decision: Your Options and Their Costs - A Critical Guide to Building Your Digital Strategy    The feedback has been great.  Get ready for two follow-up posts:  Avoid the pitfalls of enterprise project failure with our strategy breakdown and best practices for each transformation path.  In the annals of information technology, the chapter on failures is as instructive as it is cautionary. This chapter delves into some of the most notorious IT disasters that have led to disruption, reputational damage, and a significant loss of confidence from customers and investors alike.  The UK Border Agency's Immigration System stands as a stark reminder of how bureaucratic inefficiencies and outdated IT systems can converge to create a perfect storm of dysfunction. The Commons Public Accounts Committee uncovered a staggering backlog of 11,000 asylum seekers who had been left in limbo for seven years, with an additional 29,000 cases still unre...

 Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought. At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell. "The Big Short," a film adaptation of Michael Lewis's book, is not just a gripping tale of the 2007-2008 financial crisis but also a treasure trove of lessons for sales professionals and investors. The movie showcases how a group of investors managed to foresee and profit from the impending economic collapse. Here are some key sales lessons gleaned from the narrative: Do Your Homework : The characters in the movie did extensive research to understand the housing market and the flawed mortgage system. Similarly, in sales, it's crucial to thoroughly research and understand your product...

 The Digital Transformation Decision: Your Options and Their Costs - A Critical Guide to Building Your Digital Strategy The six chapters I've outlined dissect the strategic crossroads companies face when embarking on digital transformation. Each path offers distinct promises and pitfalls.  The "best of breed" approach risks complex integration woes, while outsourcing exposes you to cultural friction and potential quality compromises.  Hiring digital experts can run into issues with internal resistance, while consultants should be catalysts, not permanent fixtures.  The allure of replicating competitors holds hidden customization costs, and building an in-house software department demands a careful assessment of your willingness to accept the risks inherent in developing a non-core competency.  It's a crucial decision, and there's no single "right" answer for everyone. Chapter: Consultants – Guides or Crutches? Confronted with the complexities of digital ...

Have you ever faced a problem that seemed to have no clear solution?  Maybe you tried different approaches, but none of them worked. Or maybe you solved the problem temporarily, but it came back later. If this sounds familiar, you might benefit from using the five whys method. The five whys method is a simple and effective technique for finding the root cause of any problem. It involves asking "why" five times, or as many times as needed, until you reach the underlying reason behind the issue. By doing this, you can avoid wasting time and resources on superficial fixes, and instead address the core problem. How to Use the Five Whys Method The five whys method can be used for any type of problem, whether it's personal, professional, technical, or organizational. Here are the steps to follow: 1. Define the problem. State the problem clearly and specifically. For example, "My laptop is slow" or "The project is behind schedule". 2. Ask why. Ask why the pro...

The Digital Transformation Decision: Your Options and Their Costs - A Critical Guide to Building Your Digital Strategy The six chapters I've outlined dissect the strategic crossroads companies face when embarking on digital transformation. Each path offers distinct promises and pitfalls.  The "best of breed" approach risks complex integration woes, while outsourcing exposes you to cultural friction and potential quality compromises.  Hiring digital experts can run into issues with internal resistance, while consultants should be catalysts, not permanent fixtures.  The allure of replicating competitors holds hidden customization costs, and building an in-house software department demands a careful assessment of your willingness to accept the risks inherent in developing a non-core competency.  It's a crucial decision, and there's no single "right" answer for everyone. Chapter: The Newcomer's Burden The desire to simplify digital transformation by brin...

Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought. At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell. The movie "The Goods: Live Hard, Sell Hard" is a comedic take on the cutthroat world of used car sales. It follows the story of Don Ready and his team of skilled salespeople who are hired to help a struggling dealership during a Fourth of July sale. While the film is a comedy, it does offer some interesting takeaways for sales professionals. Confidence is Key : Don Ready's character exudes confidence, which is a critical trait for any salesperson. Believing in yourself and the product you are selling can significantly influence potential buyers. Know Your Audience : The sales team in the ...