Splitter or Clumper – Which are You?

  ”Sorry, we can only consider people who have experience in our sector”… says the Splitter. If I had a dollar from everyone who has heard that from a potential employer or recruiter – I’d have retired years ago. As a consultant, I marvel at the idea that some...

Leadership and the Success of Failure

“Behold the turtle. He makes progress only when he sticks his neck out.” James B. Conant Former President of Harvard University   I don’t know of anyone who isn’t afraid of failure at some level. That fear can span a wide variety of things, ranging from trying a...

PIC Your Way to Effective Messaging

“The beatings will continue until morale improves!” This quote reminds us that, in spite of being explicitly clear and understandable, there just might be better ways to incent desired behavior. As sales and marketing professionals, we are constantly creating new...

The Bottom Line on Product Pricing

Every business, no matter whether they are big or small, is often faced with product pricing decisions.  Every business person knows that a product priced too high may not attract as many buyers as a lower price product assuming equal quality.  Similarly a product...