Modeling the Leads Pipeline
A lead that arrives and is reviewed will be counted in the totals for Leads and Reviewed. If it is disqualified, it will be counted in no other stages. A …
We Must Sell Our Way Out Of This
We Must Sell Our Way Out Of This We must sell our way out of this pandemic, we cannot cut our way out, deliver our way out, we have to …
Become Comfortable with Uncertainty
Building a Team of Trusting People that Mitigate Risk The proliferation of information technology and the unfiltered access to that technology has contributed to a confusing information environment full of …
How Do You Plan For Both Parts of An Integration
Why? Typically the period after the deal closes is filled with confusion and uncertainty. It just takes some time to process what has happened. Acquisitions necessarily focus on financial capital. Financial capital requires: …
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So Your Acquisition Failed
The last few months have been a distraction from running the business. Due diligence has consumed your every waking moment. You can’t even remember why you began this acquisition process. It was supposed …
3 Steps to Amazing Customer Experience
What You Already Know: Solution Selling Is So 2012 It is well known that Solution Selling is a thing of the past. In fact, in 2012 Harvard Business Review published …
The Confessions of An Integration Advisor
It is critical to view an integration advisor (post-acquisition) as a “trail guide” or someone who knows the way and what to watch out for. Here are my thoughts and the …
How to Define the Real Value Drivers in an Acquisition
Why did the acquisition occur? What was the concept for combining the two? What were the key variables that drove value in the financial model? Identify those value drivers for the acquisition …
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Be an Entrepreneur in the 21st Century
Are you ready to be an entrepreneur? Entrepreneurship is all the rage in this 21st century. Even though a lot of definitions exist, the truth is that an entrepreneur is …
Understanding Your Audience
The Ultimate Solution Experience™ – uSX Part 4 In our first 3 posts, we introduced the Ultimate Solution Experience™; described how to define your purpose, business needs vs requirements, and measures for …
Solution Selling is So 2012
What You Already Know: Solution Selling Is So 2012 It is well known that Solution Selling is a thing of the past. In fact, in 2012 Harvard Business Review published …
Envisioning to Innovation
The Ultimate Solution Experience™ – uSX Part 5 In our previous posts in our Ultimate Solution Experience™ series, we discussed understanding your team, your REAL audience, and the Human-Centered Approach. Now that we …
