Tag: Paint a vision

Leadership

Effectiveness Before Efficiency

Earlier today I read a blog post by Mike Shipulski titled “If you can be one thing, be effective“. It was a really short and to the point. The crux of the matter is the following: Being effective trumps being efficient or productive!! The insight behind all of these assertions is that being productive or efficient at the wrong things only leads to waste. So, Efficiency or productivity or speed comes after we become effective at what we aspire to do. This creates a significant question that needs an answer. Do we know or have the clarity of what we […]

Sales

What can Sales Executives Learn from the Book “Switch” by Chip and Dan Heath

One of the most important skills that the sales executive policies leader needs to succeed is an ability to create a need or desire to change the status quo among their prospects and customers. In large, complex sales cycles, it is not just enough to be able to sell the change but also to be able to help the customer adopt the product or solution and get the benefits that were promised. This can lead to more engagements with the customer and hence create a positive spiral. The question is how can sales executives use the concept of “Switch” proposed […]