A few years ago, I read and thoroughly enjoyed Kiss Theory Goodbye, a book from Bob Prosen that provides sound advice for businesses. Bob’s business leadership and management training programs have dramatically increased performance and profitability and changed the culture at Sabre, Hitachi, Sprint, AT&T and hundreds of small businesses across the nation. Bob’s consulting and training are now in high demand – here’s a recent segment from MSNBC: Everyone is always asking how to
I’ve isolated many of the problems that I’ve found in businesses to can’t versus won’t. I love working with can’t. I hate working with won’t. Can’t can mean a lot of things. Can’t can be due to resources, regulations, education or authority. When you haven’t accomplished a goal because it can’t be done, you haven’t failed… something got in the way. Once you remove the roadblock, you’ll succeed. Won’t is different. Won’t leads to failure.
Key to many of the links I share and the posts I write on this blog is automation. The reason is simple… at one time, marketers could easily sway consumers with a brand, a logo, a jingle and some nice packaging (I admit that Apple is still great at this). Mediums were uni-directional. In other words, Marketers could tell the story and consumers or B2B consumers had to accept it… regardless of how accurate was.
For the last few years I’ve worked in high-stress startup technology environments. Two issues that really grind on a startup are the lack of realistic expectations in the marketing and sales process as well as the drive for new features needed for prospects. The combination of these two hazards can cripple your company if you don’t balance them against making progress with the clients who have already put their trust in you. Pushing feature after