sales – Exploiting Change

Send out scouting parties before your commit your main forces

Richard Martin May 4, 2015 No Comments

Time spend in reconnaissance is rarely wasted. Whenever a military force is advancing against enemy positions, it always sends out scouting parties to reconnoitre the terrain, confirm enemy positions and strength, and find gaps and weaknesses in the defences.

Make sure your planning and discussions always end with a decision on specific action steps

Richard Martin February 24, 2014 No Comments

There is nothing wrong with gaining input by holding meetings. However, you must always close any discussion with a decision on next steps and clear direction for who will do what, by when, with whom, and with what resources.

Doing More of the Same Will Get You… More of the Same

Richard Martin April 5, 2012 No Comments

In business doing more of the same doesn’t just mean you have the same products and services you’ve always had. It can also, and usually does, mean that your processes have not changed to meet the new realities of your market. This could be the market for talent or the market that buys your products and services. It can also, of course, mean your competitors.

Send out scouting parties before your commit your main forces

Make sure your planning and discussions always end with a decision on specific action steps

Doing More of the Same Will Get You… More of the Same

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