IDEAS FORWARD BLOG

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Everything Doesn’t Need to Take Three Months

I just put up two different websites. One was relatively complicated, while the other was straightforward. They both took the same amount of time: three months. I decided I would formulate a new law of website development. Every website takes three months. But why? Everything shouldn’t have to take three months.

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What is Value?

In Cost, Quality, and Value – The Buyer’s Side, I defined value as quality divided by cost. And quality was loosely defined as the degree to which customer or prospects needs are met. But that’s not the end of the story. The problem with this definition is… what happens when the prospect doesn’t know what they need?

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Speed to Lead

There is a 2007 study by James Oldroyd, PhD Professor Sloan School of Management at MIT and David Elkington of InsideSales.com that I think is worth looking at.

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Cost, Quality and Value – The Seller’s Side

I once had a telemarketer keep me on the phone for over a minute. My usual average was less than 15 seconds, depending on how long it took them to take a breath. I’m polite because I like to hear their approaches. He asked me a key question; “Was I earning 20+% on my investments?” I said, no.

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Cost, Quality, and Value – The Buyer’s Side

I once owned a partnership in the Sheila Yeates; a gaff-rigged topsail ketch. She was a beautiful ship, 48 feet on the water line and 65 feet overall, built in Lunenburg, Nova Scotia, and launched in 1976. The Sheila Yeats sank in the north Atlantic in 1989.

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If It Crashes, Millions Will Be Lost!!!

Mars curiosity will be landing one way or the other August 5th. Will you have seven minutes of terror, or will you know your prospects are watching your whiteboard before the video is over?

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Hope is a Strategy

Hope is a projection of our past fears or regrets onto the future with the expectation of a better outcome. It is characteristically human. The ability to imagine different future outcomes has elevated the human species and driven us to our current position on the food chain. Successful marketers and sales people need to ask, “What is the ‘hope’ driving my prospect, and how can I help them achieve it?”

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