From HBR, worth a read and then asking yourself some questions…. The starting point of most competitive analysis is a question: Who is your competition? That’s because most companies view their competition as another brand, product, or service. But smart leaders and organizations go broader. The question is not who your competition is but what it is. And the answerContinue reading “Obsess Over Your Customers, Not Your Rivals”
Category Archives: Sales
Kolbe Wisdom™ and Sales & Service
KOLBE WISDOM™ AND SALES & SERVICE If “selling” can be defined as the exchange of goods or a service for money, then it stands to reason that the process is influenced by the instincts of both buyer and seller. So by knowing the Modus Operandi™ (MO) of your team you can predict how they willContinue reading “Kolbe Wisdom™ and Sales & Service”
They shopped until they dropped and then they stopped….
On the very rare occasions I am in large shopping “malls” (usually visiting a John Lewis – predictable I know) I wonder, “how do these places make any money”? Interesting article in the New York Times about the changes in US retail via Benedict Evans’ Newsletter where he says: Is American retail at a tipping point? (Arguably,Continue reading “They shopped until they dropped and then they stopped….”
Now that’s one way to ask for feedback
I love reading reviews on Amazon, the 4 & 5 stars tell me something but the 1 star reviews sometimes make me fear for the survival of the human species, “couldn’t get the lid off, “arrived without batteries”, etc. I often wonder where the gap between expectations and reality started as they are soContinue reading “Now that’s one way to ask for feedback”
Kolbe – My Decade of Success – What’s Your Kolbe?
It’s nearly ten years since I completed my Kolbe Accreditation, since then I have shared the my knowledge with hundreds of individuals and helped many teams understand how instinct is so important in knowing themselves and their teams. So over the next few weeks I am revisiting some articles that I wrote back then. What’sContinue reading “Kolbe – My Decade of Success – What’s Your Kolbe?”
The Monday Morning Quote #408
“Productivity isn’t everything but in the long run it is almost everything”. Paul Krugman (Nobel prize winning economist)
The Weekend Read – What they don’t teach you at Harvard Business School by Mark H McCormack
First published in 1984, I see that it is still one of the top sellers in the Business sections of airport book shops. Its very longevity proves that it either must have something going for it or because it has always been popular it must be good. Well you pays your money and you takesContinue reading “The Weekend Read – What they don’t teach you at Harvard Business School by Mark H McCormack”
30 years on…thanks for the lessons Dad.
My father retired from work 30 years ago and, had he lived, would have been 95 today. He left school in 1938 aged 16 and started work for WH Smith & Son leaving them in 1954 to join the publishers and stationers William Collins where he finally became sales director. I keep a framed copy of this profile on my workroom wallContinue reading “30 years on…thanks for the lessons Dad.”
The Monday Morning Quote #394
You can fool all the people some of the time, and some of the people all the time, but you cannot fool all the people all the time. Abraham Lincoln
The Incisal Edge Podcast – Alun Rees talks to Sandeep Senghera
Dr Sandeep Senghera is the founder of ToothPick.com which is now under the umbrella of WhatClinic.com giving him responsibility for their Dental operations worldwide. A persuasive and passionate speaker, he obviously believes completely in technology being at the front of dental customer service – and after a couple of hours in his company I can’tContinue reading “The Incisal Edge Podcast – Alun Rees talks to Sandeep Senghera”
The Incisal Edge 