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Currently viewing the category: "Strategy"
Perry Mason is an icon. The first of Erle Stanley Gardner’s novels featuring the attorney-sleuth was published in 1933. He ultimately published over 80 of them. Mason took television by storm in 1957 and actor Raymond Burr etched the character into American culture. Portrayed by Burr as highly ethical and nearly infallible, it was Mason’s [...]Continue Reading →
Peter Drucker, the “man who invented management,” offered these three sequential and incredibly insightful assertions:
► “There is only one valid definition of business purpose: to create a customer.”
► “Because its purpose is to create a customer, the business enterprise has two – and only these two – basic functions: marketing and innovation. Marketing and innovation [...]
The majority of small and medium sized B2B firms tend to ignore their brands. But it is actually worse than that. Most of the time, they pretend that they don’t have brands at all. I’ve had company executives tell me that the idea of a brand for their company is silly, and [...]Continue Reading →
Logistics: “the planning, implementation, and coordination of the details of a business or other operation.”
Tactics: “The art or skill of employing available means to accomplish an end.”
Strategy: “A combination of the ends (goals) for which the firm is striving and the means (policies) by which it is seeking to get there.”
Definitions are interesting. And the [...]
I love asking questions, even though it sometimes annoys the daylights out of some who know me well. I’m insatiably curious about all sorts of things. And it has served me well in selling, in sales leadership and as a consultant and coach. I find questions incredibly thought provoking and great fun.
Asking questions is often [...]
On November 19, 2010 By Wayne M. Peterson
Shrinking is addictive. And, like all addictions, destructive. It is addictive because it yields the short-lived high of improved operating results. The problem is: it isn’t sustainable because the effects don’t last. So you need another hit – more rounds of budget cuts and headcount reductions, more things that you were doing that you’ve stopped [...]Continue Reading →
On October 22, 2010 By Wayne M. Peterson
The economy continues to porpoise – at best. It is widely being blamed for stalled revenue growth. Customer churn is up, margins are down. Pricing is absurd. And net growth for enterprises small and large is stalled. None of that is news.
What is news is that a number of companies are improving their competitive position; [...]
I enjoy watching the dynamic play out within a leadership team as its members work to reach agreement about a marketing / selling strategy. Regardless of the area of special expertise that each member represents, the room is inevitably filled with opinions. Sometimes really interesting ideas emerge from animated discussion and debate. The dialog often [...]Continue Reading →
Theodore Levitt published the most popular and insightful Harvard Business Review article of all time. It is titled Marketing Myopia. And while his analysis and perspective is as on target today as it was when first published, we’re now suffering from a more pervasive malady: Strategic Dementia. Adam Hanft described the classic symptoms of this [...]Continue Reading →
I get that question a lot. In essence, I’m being asked what value a consultant can create versus what an organization can do with existing resources or by recruiting. Actually, it is an interesting question.
Consultants of all stripes are commonly engaged so an organization can get access to knowledge, expertise or skills it doesn’t have, [...]
"Wayne has a great ability to determine your strengths and develop them, while also addressing the areas you need to improve upon to be successful. He’s a solid leader and understands how to create focus and direction within a sales team to produce results. Any company looking to increase market share and ensure professional representation should utilize Wayne’s skill sets."
Business Development Executive
IPC / Walsworth Print Group
'The time I spent working with Wayne Peterson was quite possibly the most informative and educational time I have had in my 18 years selling publication printing. Wayne’s unique approach to the sales cycle was very motivating and helpful in securing new business. Wayne has a very clear and precise insight to the market. He brought a much needed change of mentality to that sales force.'
Brown Printing Company