The cover story of the March issue of the Harvard Business Review (HBR) is Provoke Your Customers, by Lay, Hewlin and Moore. For anyone who is wondering how to create customer value and stand out among your competition with customers in this down economy, it is worth a read for two reasons. First, it delineates the difference between solution selling and “provoking” your clients into a whole new way of thinking about their business. It talks about a strategy of helping clients put a name to a problem they already feel, but can’t quite articulate yet. Provocation selling pushes … [Read more...]
Leadership Stress vs. Overstress
March 12, 2009 By
At the risk of stating the obvious, most folks are under a boat-load of stress these days. And coping with that stress the best they know how, probably with some combination of healthy and unhealthy approaches. (Just as a quick reminder, healthy ways include exercising a little more, getting enough sleep, spending time with friends and finding things to laugh about. Unhealthy ways are usually some variation on the "too much" theme, as in too much of a good thing, like: drinking alcohol, eating comfort food, using shopping therapy, surfing the Web or watching TV.) Regardless of the … [Read more...]
