Sell Benefits Rather Than Tools
Copyright © 2005 Don Maruska Customers want to buy results. Many businesses lose sales because they focus on the tools they sell rather than the benefits that they deliver. For example, Steve, an expert attorney, bemoaned the low percentage of prospects that became...
Finding Great Talent Is Job #1
You can trace almost any problem in an organization to a talent problem. In today’s fast-moving environment, it’s too difficult to train people to spot critical challenges and opportunities. You need people who have a nose for what’s important. An entrepreneur brought...
Watch Out for Behaviors That Will Torpedo Your Career
Many people focus on high visibility actions to project their talent. They look for grand strategies, innovative products, and other marks of distinction. What they often overlook are the personal attributes – how they do things – that can undermine even the best of...
Competitive Analysis on a Shoe String
Do you know as much about your competitors as you do about your own organization? Whether you are a hard-driving business or a non-profit striving to do good, you need to know about your competition. By competition, I mean where else your ideal customers, investors,...
If It’s “Maybe,” Then Read It As “No Thanks”
Copyright © 2017 Don Maruska www.DonMaruska.com A simple decision rule will help you dramatically improve your results and personal satisfaction--If a choice is a “maybe,” it’s a “no.” In other words, if you sense that a business opportunity isn’t right on target,...
Take Constructive Action on Employees Who Don’t Fit
Managers waste precious time and energy anguishing over employees who don’t fit. Many managers will do almost anything to avoid the challenges and confrontation of making a change. As a result, their teams suffer. Vickie faced this issue with her ten-person team. A...