Dealing with difficult buyers

Winning over customers is never easy.

Increasingly, through social psychology is leaking into the commercial process and the modern customer now requires us to acknowledge that many cognitive biases prevent customers from buying. Understanding these psychological factors is critical to success because even the customer is often unaware of them.

In B2B, knowing these issues is especially important because marketing and sales teams must align around them in their communications.… Read more

insight on INSIGHT

A critical challenging facing business leaders is where to find insight into the future.  More than that many don’t actually know what insight really is, or isn’t. Many look toward the obvious and call it insightful

Insights are essential for creating a sustainable business. Not only are they the cornerstone of the design and innovation process, but they light the way forward identifying what to do next and act as catalysts for creating new value for customers.… Read more

How to transition into a leadership role

Recent extensive research has revealed a disproportionate percentage of executives were unprepared to inspire and lead themselves and others to achieve higher levels of performance in an increasingly complex and demanding global marketplace. Powerful executives are those who consistently produce excellent results while maintaining personal energy and enhancing their relationships as well as the skill and commitment of those they lead.… Read more

4 reasons why leaders fail

I see often that Companies move younger employees with less experience into executive roles faster than ever. And they don’t always prepare these leaders for what they will find at the top. Its my role with SMU to assist leaders prepare for their future roles.

That’s just one reason 50-70% of executives fail within the first 18 months of promotion into an executive role, either from within or coming from outside the organization(Of those, about 3% “fail spectacularly,” while nearly 50% “quietly struggle.”).… Read more

Should i learn about Design thinking?

Yes! and come to SMU to learn about it.

Last post was about strategy and differentiation, one of the ways to ensure you are differentiated is to think in a design thinking way.

Design Thinking is a tool for innovation, which uses a consumer-centered approach that puts the discovery of highly detailed consumer needs at the forefront of your innovation process.… Read more