Knowledge is great but a liability when misused. This is sometimes the case during a sales call. Some years ago, a young man was hired to sell cars. He knew nothing about cars and worried about failing. He compensated by asking questions: How much do you typically drive in a year? Do you want a […]
Three mornings a week, I hop on a Spinner and pedal away for 30 to 45 minutes. It’s a great workout and an excellent start to the day. But I go nowhere. Being on a Spinner is like the sales prospect that never closes. A moving target in our forecast, stealthily slipping from one month […]
The origin of this expression goes back to the second world war. Given the critical nature of the D-Day invasion and the fact that many enemy spies had infiltrated England, the allies had to come up with a way of keeping the details secret. “Loose lips sink ships” was their way of reminding service personnel […]
These three words sum up the business model of many startups. Build a product [Ready], take it to market [Fire], and start looking for customers [Aim]. But what if the customers don’t materialize? Do we start over, revise our existing solution, or crash and burn? ESB’s FREE Alignment Assessment Workshop is designed to address this […]