A Resource for Visionary Leaders
Historically, one of the essential characteristics of a leader is their vision. Every great leader has demonstrated the ability to articulate where their organization is headed or what it stands for. It is the leader that creates the value system for the organization. Often, this is lofty vision that requires some exploration and understanding to [...]
New Revenues in Existing Customers
In yesterday’s blog post the discussion centered around business leaders and sales managers over-emphasizing the importance of new customer relationships and the source for revenue growth. The premise of the post was that the behaviors being encouraged and rewarded are transactional and not relationship based. Hence, these managers pay little attention to the opportunities existing [...]
The Sales Manager and Their Objectives
The roles, responsibilities, and behaviors of the typical sales manager are defined by the objectives by which they are measured. In most cases, their performance and their compensation are closely linked to increasing revenues. As a result, the metrics they use to measure and influence the performance of their sales team is almost exclusively focused [...]
The Opportunties in Real Innovation
“Innovation opportunities do not come with the tempest but with the rustling of the breeze.” ~ Peter Drucker
“Driving a culture of relentless curiosity about your own business, your customers’ businesses, your competitor’s businesses and markets, and knowing how to synthesis that and deliver it through your own organization, is what I call business [...]
How Interest Effects the Marketing Effort
“Great marketing is creating sufficient interest in your potential value without spamming people to get their attention.”
Traditional marketing communication programs involved putting a series of messages in front of potential customers or targets in an effort to create interest in the products or services being pitched. In the past, effective marketing was projecting [...]
Hazard Pay
Hazard pay is the added compensation your employees demand from you when they need more money simply to make it worth dealing with you and your business culture.
I know, ‘if they don’t like working there, they can get a job somewhere else.’ Is that the attitude you want to portray?
Everyone has an inflated sense of their [...]
Selecting the Next Innovation
Many of innovation programs are singularly brilliant and are documented as effective and successful. Whether they improve internal communications, improve customer relationships, or build stronger teams, every initiative has value and merit. How do you decide which one to put into place into the organization?
Learning is Organization Critical
Taken from the Business Dictionary this is a key term that reflects much of what SuRF stands for– Learning Organization. This definition says it all…
“Organization that acquires knowledge and innovates fast enough to survive and thrive in a rapidly changing environment. Learning organizations:
(1) create a culture that encourages and supports continuous employee learning, critical [...]
Making Your Connections Work For You
On the SuRF Matrix, Connections intersects at Sales/Attraction. The most effective technique for attracting the desired people to your business is by leveraging your connections.
Sales professionals use many other tools like cold calling, networking, telemarketing, and other prospecting related activities that can potentially attract people. None of these is more productive or effective than your [...]
