This author recently received an automated text message regarding an upcoming process. Received the day before the scheduled process, the text described pre-process procedures (as if it was in the future) to be completed 72 hours beforehand. Customer Relationship Management (CRM) systems are ubiquitous. These automated systems remind customers of valid business relationships as well
This edition marks the 100th post in our Critical Mass Blog series. We have sought to provide thoughtful, unbiased insight into the contemporary business and organizational challenges we all face. Since our first blog post on November 27, 2017 our world has turned over in ways none expected. Likely, this trend will continue. This series
This edition is taken from our forthcoming book tentatively titled, Techniques for Successfully Closing Deals in the 21st Century. New Year’s Resolutions We all make them and in many cases they are short lived, often falling by the wayside before March 31. So as we ponder what the new year will bring, most in
What Are We Doing? An interesting sign of the times. Individuals on social media who identify themselves by name, photo, job (even senior) title, organization etc. are taking controversial positions on a variety of often emotional subjects. In the old days discussions about , sex, politics and religion were off limits in the corporate
Not Again In 2018 we posted an opinion regarding social media driven sales ‘cold calling.’ As noted then, the comments went along the lines, “I reviewed your profile and I know I can help.” This unsolicited approach continues to be blown off by this and other pundits/potential customers as amateurish. Recently, the tactic has
Years ago, as part of a never-ending series of company reorganizations, a team of our change management consultants headed to the ‘field’ to interview users. Upon their return, they presented an extensive list of technology investments deemed necessary to remain competitive. Their list focused on technology and not business concerns. Wondering, I asked who they
Since it was first uttered in the early 1990s, the phrase “It’s the economy stupid” has been used and misused extensively. Let’s squander the lexicon one more time. The US ‘silly’ political season is well underway and forecast to last almost 13 more months—no telling what voodoo economics will emerge. Those of us with our
True Story! A couple of decades ago when I was the sales manager of a technology line of business that was part of a much larger organization, an excited young sales representative rushed into my office. He just had to tell me that he just rode up the elevator and an older gentleman wearing a
Over the past couple of weeks this writer has been part of several conversations regarding the value proposition of technology for established as well as startup companies and how to articulate it. This remains a tough subject and we have been addressing it over the years. However, there is an approach that is successful when
