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Author Archives: David Shedd
How to Rake It in When Selling Your Business
For many business owners or entrepreneurs the long-term goal is to sell your company and monetize all the value that you have created. So, what can you begin working on today to ensure that you rake it in from the … Continue reading
Posted in Business Acumen, Growth and Strategy
Tagged Business Sale, Exit Planning, M&A
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The Agenda (Michael Hammer): Useful for This Decade as Well
Way back in 2001, Michael Hammer authored The Agenda: What Every Business Must Do to Dominate the Decade. Slightly more than a decade later, the thoughts and insights in this book remain relevant and worth summarizing. The key assumption in … Continue reading
To Sell Well, ‘Spin Sell’ – Sales Training for B2B Companies
Selling is all about delivering value to the customer. In B2B (Business-to-Business) sales, this fundamental is too often forgotten. Instead, salespeople: 1. Tell customers how great their (the salesperson’s) company is 2. Tell customers all the features of their great … Continue reading
Posted in Growth and Strategy, Sales and Marketing
Tagged B2B Sales, Sales, Sales Coaching, Sales Training, Spin Selling
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Stephen Covey’s “Habits” Books – Still Valuable After All These Years
Stephen R. Covey is justifiably famous for his books on business and personal success. In this blog, I briefly summarize two of his best and most relevant books for moving you and your company forward. The 7 Habits of Highly … Continue reading
Move Your Company Forward in 2012
Welcome to 2012! I remain confident that this will be the year that your company once again begins to soar. To help you with that I offer up six suggestions on how you can make a substantive change in your … Continue reading
Jack: Straight From the Gut
In Jack: Straight From the Gut, famed GE CEO Jack Welch (with John A. Byrne), gives a no-nonsense take on what made his 20-year tenure at GE so successful. The first fundamental in strategy is to be in the right … Continue reading
‘Tis a Gift to Be Simple
In a previous blog (Why is Business So Complex?), I highlighted the factors that drive business leaders and businesses towards greater and greater complexity and more and more work. Yes, business is complex. And that complexity cannot be ignored. But, … Continue reading
Blue Ocean Strategy
In their book, Blue Ocean Strategy: How to Create Uncontested Market Space and Make the Competition Irrelevant, W. Chan Kim and Renee Mauborgne outline a strategy process to create a long-term sustainable competitive advantage. While a bit too full of … Continue reading
Posted in Growth and Strategy, Sales and Marketing
Tagged Business Development, Business Strategy, Growth, Marketing
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It is Better to Be Good in Fact than Great in Fiction
This is my 100th blog post in my blog “Helping Leaders Win.” If I had to sum up one line that describes my approach to business success and “winning leadership” over the previous 99 posts, it would be the title … Continue reading
Ahead of the Curve: Two Years at Harvard Business School
In his book, Ahead of the Curve: Two Years at Harvard Business School, Philip Delves Broughton recounts his experience as a student at HBS. It is an interesting read, especially for those planning to go to business school. For our … Continue reading
The Leadership Pipeline: How to Build the Leadership Powered Company
In their book, The Leadership Pipeline: How to Build the Leadership Powered Company, Ram Charan, Stephen Drotter, and James Noel lay out a model for building a pool of leadership talent at all levels of your business or corporation. Introduction … Continue reading
Posted in Leadership, Team / People
Tagged Business Leadership, Leadership Development, Training
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Business Turnaround 301 – Right People Doing the Right Job
In discussing business turnarounds, we have seen that the three fundamentals to turn a troubled business around are as follows: Understand Reality, Face Reality Focus, Prioritize, Plan (Less is More) Right People Doing the Right Job Today, we turn our … Continue reading
12 Stupid Hiring Mistakes to Avoid in 2012
Despite the 8.6% unemployment rate, many companies searching for their next manager or executive have but one complaint: I cannot find the right person for my company; there is no good talent out there. In reality, nearly all these companies … Continue reading
Posted in Leadership, Team / People
Tagged Business Leadership, Hiring, Human Resources, Management
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Made To Stick: Why Some Ideas Survive and Others Die
In their excellent book, Made to Stick: Why Some Ideas Survive and Others Die, Chip Heath and Dan Heath discuss the ways to make sure your ideas stick. An idea sticks when it is understood and remembered and has a … Continue reading
Posted in Business Acumen, Sales and Marketing
Tagged Business Leadership, Communication, Made to Stick, Marketing
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How to ‘Do What You Say’ and Distinguish Yourself from Everyone Else
A fundamental for business relationships and business success is to do what you say you are going to do. ‘Doing what you’ say builds trust and confidence that you are reliable, dependable, and will live up to your commitments and … Continue reading
Posted in Leadership, Personal Success
Tagged Business Leadership, Communication, Customer Service, Do the Right Thing
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Skills for Success: The Experts Show the Way
In Skills for Success: The Experts Show the Way, the Soundview Editorial Staff summarizes the keys to achieving success in business and life. It is an oldie (1988), but it is well worth reviewing even today, 23 years later. How … Continue reading
Posted in Leadership
Tagged Business Leadership, Consistent Execution, Leadership Development, Prioritization
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The Lessons of History and Great Leadership
I enjoy the Great Courses series produced by the Teaching Company. Each course is a series of lectures that I can listen to while working out or in the car. Currently, I am listening to a course entitled The Wisdom … Continue reading
Going Global – 3 Lessons From Those Who Failed
This is a guest blog by Mike Gomez (Global Success Centers and Allegro Consulting) I recently gave a presentation to owners of American companies who were contemplating a global expansion strategy. I decided to share some lessons I gleaned while … Continue reading
Posted in Growth and Strategy
Tagged Business Leadership, Global Growth, International Business
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Execution: The Discipline of Getting Things Done
In their book, Execution: The Discipline of Getting Things Done, Larry Bossidy, Ram Charan and Charles Burck drive home the point that execution is vital. The difference between a company and its competitors is its ability to execute; that is … Continue reading
The 9 Biggest Time Wasters in Business
The sheer waste of time in the typical business today is incomprehensible. From half-baked initiatives and pet projects that lead nowhere to endless and endlessly dull meetings, the typical employee can fritter away as much as half of his or … Continue reading
