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LEADERSHIP IS HARD AND IT IS SUPPOSED TO BE ©
Almost All Greatness Was Born From Adversity. This brief action plan summary is how to become a better leader and re-enegize your key employees by reassessing the current strategy and tactics for market analyis and setting sales and / operational goals.
The Science of Selling - Rules versus Data
Regular readers know that I like to talk about the science of selling. I don't mean the science of the sales process, strategy and tactics, as much as the science of research, data and proof. There is a science to selling but a more appropriate name for it would be the rules of selling. In Baseball, the rules dictate what you do, when you do it and how it should be done. In Selling, the rules accomplish the same thing.
Top 10 Rules for Getting Your Salespeople to Follow Your Sales Process
Sales Management's number one priority is to assure that their salespeople don't fall into old habits, take shortcuts, get lazy, or avoid steps in the sales process where they aren't as skilled or comfortable. Once your customized, optimized, integrated sales process is in place and introduced, my top 10 rules for all things sales process, strategy and tactics are:
Sales is an Obstacle Course
If you sell, then you encounter obstacles every step of the way. There are the prospects you can't get through to, the same ones who don't return your calls, and those who offer so much resistance that the obstacle appears to be more like a road block than an obstacle. Then there are the obstacles of timing, competition, budget, and disinterest, along with using and happy with someone else, doing it themselves and bad experiences with your company or simply companies like yours. There is no selling without obstacles.

Abandon Your Business Plan......If You Want to Take Your Business to the Next Level
If you take a look in the business section of any bookstore, you'll see an over-abundance of books that teach you how to write a "winning" business plan. The problem is, conventional business plans are great for showing it to your banker to get financing, but they are rarely, if ever, practical or action-oriented. This article presents the cure for business plans that don't ever work.
How to Flood Your Dealership with Customers
There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals.
What's the Hang-up? Strategic or Tactical?
A lot of times we meet with companies that have one or marketing projects that are stalled. Or to use the more corporate pc lingo, “in development.” While there may be some truth to this, “in development” to me means “not finished.”
Sales Strategy and Tactics - Thoughts from the Super Bowl
The problem I observe most frequently is when sales leaders and sales managers do not take ownership of their respective responsibilities for strategy and tactics. We see sales managers unaware of what their salespeople are doing, where they are doing it, and who they are doing it with. We see sales leadership unable to get sales managers aligned on strategy, messaging, targeting, pricing and expectations.

Other strategy and tactics Related Articles

How to Flood Your Dealership with Customers
There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals.
Get Your Shine On
One of my most frequent mantras for small business is “Strategy Before Tactics.” In other words, you must develop a solid marketing strategy before you ever consider the what and how of the tactical side.
9th of the Top 10 Kurlan Sales Management Functions
#9 - STRATEGY Strategy comes in several forms and is required in different dosages depending on the position. For example, a line level sales manager may be more concerned with call strategy while a Worldwide VP Sales may be more concerned with market strategy. At the VP level, strategy is far more important than tactics while at the sales manager level, tactics are more important than strategy.
A, B, C's of Execution
The anchor of any execution plan is your organization's strategy; it informs and drives every tactic and activity that people are engaged in. I see too many organizations executing a number of tactics with no strategic plan or context to give them meaning. So, before describing what 'good' execution looks like, make sure you have a strategy to lean on. If not, go back to square one and create one. In addition, when creating your strategy, spend significant time on thinking through implementation. Avoid the trap of spending 80% of your time on the essence of your strategy and 20% on execution. Reverse your focus and spend 80% of your time on executional planning.

How to develop a European Social Media Strategy
The best way to develop a successful Pan European Social Media Strategy is to think about aims, not tactics.

Internet Marketing Tactics That Really Work
I'm always looking for great Internet marketing tactics since I run my own Internet business. I often come across a great deal of different tactics that are available. It is better to start out with tactics that have been successful for others in bringing in great results. I believe the four tactics that I listed is the most effective ones.
3 Common Causes of Corporate Strategy Misalignment
A recent artcile on corporate strategy covered the symptoms of corporate strategy misalignment. As discussed, a properly aligned corporate strategy will align strategic goals with the operations and execution tactics necessary to fulfill the organization’s desired outcomes. With a well-aligned corporate strategy, the entire organization – both internally and externally – will move in the same clearly-defined direction. Left to its own devices, a strategy that is misaligned will result in operational initiatives that are out of sync with strategic goals, missions that drift operationally off course, and chaos that compounds into serious consequences. Now it’s time to consider the causes of corporate strategy misalignment.
Symptoms of Corporate Strategy Misalignment
Strategy misalignment is subtle and sometimes difficult to spot. Yet without a properly aligned corporate strategy, you are likely to introduce a serious dose of chaos into the organizational environment. Corporate strategy is the blend of strategic goals that support the mission and vision of an organization. When a corporate strategy is aligned, the key outcomes (strategic goals) of the organization are united with operations and execution tactics. In other words, all parts of the organization’s eco-system (the sum of internal and external functions of an organization’s environment) are moving in the same well-defined direction. When strategy is misaligned operational initiatives are out of sync with the strategic goals of the organization, mission drift occurs within the operations of the business,
Can We Remove Risk From Our Strategy?
If you could, wouldn’t you choose to test your organization’s strategy before gambling your business and your career on the assumption that the strategy is right? This article contains a short list of tactics to help remove some of the risk from your strategy.
Lining Up The Pillars Of Your Strategy: Syncing Strategy With Operations
Is your organization’s strategy embodied in your business operations? How confident are you, as the champion of your strategy, that it is on track within the layers of your business operations? Strategy alignment is the synchronization of strategic goals with operations and execution tactics. Strategy “misalignment” occurs when operational initiatives are not in sync with the defined strategic goals of the organization. Most organizations inherently suffer from some amount of immaturity and unsophistication in their planning process, and this directly leads the the misalignment issue you want to avoid.
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