Wednesday, July 16, 2014

Custom Software Applications

The Digital Customer Experience. Everyone needs to design one that keeps their customers coming back. A major component of creating that experience is creating custom software applications. I'd like to take the opportunity to highlight one of my customers - Intraprise - because they do it so well. If big profitable growth is one of your objectives over the next two years, a necessary step is demonstrating your competitive uniqueness by differentiating yourself and providing the ultimate digital customer experience. Intraprise ( is a leader in providing and developing the most complex and challenging custom software applications for its clients. Here are some of the reasons to start developing custom software applications that will enhance your customer’s experience of doing business with you: 1. 85% of all customer interactions are now done on smart phones, i-pads or other mobile devices. 2. Speed and real time information is an expected necessity of all customer interactions. 3. Older software does not capture enough data – data that you need to operate your business more proactively and profitably. 4. The more customer insights you have, the more successful you will be. 5. Automation is the fundamental element of profitable growth. Have a perplexing challenge or need some guidance developing custom software that’s right for you? Let us help! Contact to set up a free brainstorming consultation today.

Wednesday, June 25, 2014

What's Your Strategy?

In a meeting today with Digivac and Breakthrough Marketing and we are discussing and collaborating on just this. In order for a company to be successful you must be a leader in one of these three areas, but be competent and efficient in the others. In which capacity are you a leader? Let us know. From In the Discipline of Market Leaders by Michael Treacy and Fred Wiersema, we learned about the importance of being clear about your strategic priority. What unique value do you bring to the marketplace and your customers? In this book, they describe three strategic priorities of operational excellence, product leadership and customer intimacy. Companies that focus on operational excellence don’t innovate products or service. However, they do operate a hassle-free service with low prices. Walmart and McDonalds are examples of companies where operational excellence is their strategic priority. All systems are designed around the ability to be highly efficient including their ordering and fulfillment systems. Companies that focus on product leadership push the envelope on product development. They create products that change the way the customer lives and/or plays. They create a culture of innovation, out-of-the-box thinking and don’t punish failure. Companies like Apple, Sony, and Johnson and Johnson are considered to be companies that focus on product leadership. Companies that focus on customer intimacy are ones that create close relationships with their customers and fully understand their business. These companies focus on providing the services specifically needed by their customer. Nordstrom is definitely known today as a company that focuses on customer intimacy. In the government, we tend to create products and services that try to be everything to everyone. In some cases, they end up being nothing to no one. As seen above by the examples, one priority isn’t better than another but it should drive your solutions and supporting business systems

Thursday, March 27, 2014

Selling to C-Suite - 3 Ways to Establish the Kind of Crediblity that gets you Asked Back.

Many of us in B2B sales know how important it is to develop and maintain relationships with CEOs, CFOs, CIOs and the new CDOs (Chief Data Officers) but often many sales people obtain initial access but then to their surprise, never receive a return phone call or email again. What's the best way to make the most of the time you have in front of the C-Level exec? Here are 3 pieces of advice for establishing a good relationship and making a good impression: 1. Bring value to the conversation that the C Level exec can't get from his own staff. Most employees get stuck in their own little Idahos and don't have the outside perspective that you bring to the table. Bring and deliver good market and competitive insights to the meeting. 2. Establish credibility by giving examples of your success with players in recognizable spaces. Talk about the value you delivered without revealing every secret and method of what you did to deliver the solution. Curiosity is a good thing and mentioning specific success with similar organizations accomplishes just that. 3. Be future focused in your conversations. A long time ago in a galaxy far far away I like many of my friends at Xerox learned how to sell by probing for people's problems. Although that always worked just fine, a better approach more suitable for today's economy focuses the conversation on painting a wonderful future for the prospective buyer. Delivering hope and possibility is always a good thing. Want to learn more? Have me in to talk to you about the "Selling to the C-Suite" unique sales training program and I'll bring you the free book pictured above. Check out our website at or email me at We also have a great sales tip flipboard at: Successful Selling in Today's Economy via @flipboard Here's to great selling!

Monday, March 10, 2014

Three Easy Ways to Build Excellent Rapport

Here are the three easy ways in a nutshell: Be yourself, Be yourself and Be yourself! Authenticity is a one of those words that we read about in books, hear in sales trainings (at least mine!) and use when giving advice. Its when its put into active daily practice that the benefits of adhering to this great way of being really pay off. We are always meeting new people. In business and in life its critical to make that great first impression. Why is it that being your true self is your most important rapport building skill set? Read the three reasons below: 1. Over a year ago, Maureen Ennis and I attended a great leadership summit sponsored by Inc. magazine featuring my old Xerox friend Bill McDermott the current CEO of SAP as keynote. One of the great takeaways from this event was remembering this: Without being authentic, you can never be credible, and without being credible you can't have integrity, and without integrity you can never be a leader. A great leader. One that we aspire to. 2. When you can be yourself in any situation and learn to take yourself not so seriously, you can incorporate self deprecating humor into your conversations. When people are able to laugh at themselves and make themselves more human, people around them instantly feel more comfortable and exude the same confidence. Laughter and comfort are contagious. 3. One of the great things about getting older is that we recognize quickly the kind of people we DON'T want to be around. I don't know about you but I can't take it when people are constantly dishing out "baloney" about themselves or their situation and pontificate endlessly. When you are not worried about putting on airs, you tend to listen more than you speak. Listening...true one of the greatest ways of building true rapport. Its always better to focus on the other person speaking more than the words coming out of your own mouth. What's your best example of being truly authentic? Let us know or reach out to us at

Wednesday, January 1, 2014

Things to let go of in 2014

My great friend Maureen Ennis of Coleman Ennis Change Management posted this the other day from Mind, Body, Green website ( and I thought it was so great I had to repost! I especially love the one about regretting decisions. Lord knows I have a good amount that I question.... Happy New Year and here's to a great year! Here are 20 things to let go of in order to reach unlimited happiness. 1. Let go of all thoughts that don't make you feel empowered and strong. 2. Let go of feeling guilty for doing what you truly want to do. 3. Let go of the fear of the unknown; take one small step and watch the path reveal itself. 4. Let go of regrets; at one point in your life, that “whatever” was exactly what you wanted. 5. Let go of worrying; worrying is like praying for what you don’t want. 6. Let go of blaming anyone for anything; be accountable for your own life. If you don’t like something, you have two choices, accept it or change it. 7. Let go of thinking you are damaged; you matter, and the world needs you just as you are. 8. Let go of thinking your dreams are not important; always follow your heart. 9. Let go of being the “go-to person” for everyone, all the time; stop blowing yourself off and take care of yourself first … because you matter. 10. Let go of thinking everyone else is happier, more successful or better off than you. You are right where you need to be. Your journey is unfolding perfectly for you. 11. Let go of thinking there's a right and wrong way to do things or to see the world. Enjoy the contrast and celebrate the diversity and richness of life. 12. Let go of cheating on your future with your past. It’s time to move on and tell a new story. 13. Let go of thinking you are not where you should be. You are right where you need to be to get to where you want to go, so start asking yourself where you want to go. 14. Let go of anger toward ex lovers and family. We all deserve happiness and love; just because it is over doesn’t mean the love was wrong. 15. Let go of the need to do more and be more; for today, you've done the best you can, and that's enough. 16. Let go of thinking you have to know how to make it happen; we learn the way on the way. 17. Let go of your money woes — make a plan to pay off debt and focus on your abundance. 18. Let go of trying to save or change people. Everyone has her own path, and the best thing you can do is work on yourself and stop focusing on others. 19. Let go of trying to fit in and be accepted by everyone. Your uniqueness is what makes you outstanding. 20. Let go of self-hate. You are not the shape of your body or the number on the scale. Who you are matters, and the world needs you as you are. Celebrate you!