Posts Tagged ‘insight’

The Trouble with Fact-based Innovation

Monday, March 14th, 2011

Here’s a fact for you: my most successful new product, out of well over a hundred that I’ve launched, had the worst qualitative and quantitative test results of anything I ever encountered. People hated it. Then it sold a quarter of a billion dollars in its first year. My second most successful new product, which won awards on three continents and became a 70-year-old company’s biggest new product ever, was similarly panned in early testing. Is there a pattern here?

The trouble with most innovation methodologies and processes is that they look for “facts” to guide decisions. Read the rest of this entry »

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SPICIER Selling: A Better SPIN

Wednesday, January 26th, 2011

Readers know I am a fan of Neil Rackham’s SPIN Selling. However, I’ve mentioned that his model is a bit awkward; when I am in a sales process and think “SPIN,” the N doesn’t give enough guidance to remember what comes next. So, as previously promised, here is my evolution of Neil’s theme, SPICIER Selling. Read the rest of this entry »

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Entrepreneurs, Where Can You Find Help?

Monday, December 20th, 2010

It’s a big bad world out there. Anyone who says they never need help is either lying or in denial. But when it’s your company, it is often difficult to know where to turn. Here is a brief list of thought-starters. Read the rest of this entry »

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The 6 Dimensions of Explosive Growth

Monday, October 25th, 2010

Driving growth is a complex task for entrepreneurs and organization leaders. Some bloggers want you to believe that all you need to do is have a vision, or a plan, or innovate in white space. Sorry, not that simple. Our research has identified 6 critical growth drivers that need to be addressed and balanced. Read the rest of this entry »

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The 7 Questions to Ask About Your Market

Thursday, October 14th, 2010

It’s easy for any entrepreneur or organization to be so obsessed with production and internal goals that they forget they are surrounded by competitors trying to serve the same customers. Here are 7 questions that will keep you focused on what ultimately decides your success. Read the rest of this entry »

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The 4th Question that Leads to Insight

Thursday, October 7th, 2010

I recently posted a discussion titled “The 3 Questions that Lead to Insight,” which triggered several discussions with colleagues. There were two areas of controversy. First, is insight different from vision, strategy and action? Second, are these 3 questions sufficient? Let me address those by saying Yes and No, respectively.

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The 3 Questions that Lead to Insight

Monday, August 30th, 2010

The best leaders don’t hesitate to confront the brutal facts that define current reality, and it reinforces their confidence. They know that problems can be solved and that at their core they are problem solvers…and love the challenge of solving problems.

Successful business journeys start with understanding the current reality by asking three simple questions Read the rest of this entry »

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