2 Steps to Double Digits

Nobody would dispute that referrals are a vital aspect of sales success but do you really understand where they come from and how to systematically generate them?  Vistage Chief Research Officer Joe Galvin asked several thousand Vistage members running SMB companies to contribute their best practices in referral generation.   This short article by Mr. Galvin that originally… [Continue Reading]

B2What?

If you’re looking to start a business, or advising a young entrepreneur to do so, a fundamental choice is what kind of business to start.  A very successful venture capitalist suggests that many people only look at the type of businesses they see succeeding around them, or that they themselves buy from; and usually these are B2C business. Venture… [Continue Reading]

“Crazy Enough to Work?”

The great Danish physicist Niels Bohr once remarked to a young scientist who had presented a new idea to him that “Your idea is crazy.  The problem is that it’s not crazy enough to work.”  Many new businesses start out with a business model and/or strategies that are dismissed as “to crazy to work.”   Many of these new… [Continue Reading]

Who Owns the Sales Culture?

We are constantly reminded about the importance of a strong company-wide culture.  But there are sub-cultures within the whole.  Take sales, Do you know who owns the sales culture? Is it the CEO, the Sales Manager, the COO?   Collen Stanley, Vistage Speaker and president of Sales Leadership, Inc. knows, and if you have two minutes for an… [Continue Reading]

The IKEA Effect

The founder of Ikea, Ingvar Kamprad passed away on January 31. His extraordinary success (he was number 10 on the world’s richest persons list) by bringing a new business model to an old category is the stuff of business legends. What was so different about his offering? Vistage’s premier speaker on the art and science… [Continue Reading]

How Ike Did It

Few people had more important and momentous careers that President Dwight (Ike) Eisenhower. During World War II he was Supreme Commander of the Allied Forces in Europe.  He not only led the planning for the invasion of Europe, his remarkable interpersonal skills held together a fragile coalition of US, English, French and Russian Allies often… [Continue Reading]

Drucker’s Big Five

It’s hard to believe that the legendary Peter Drucker’s been gone for over a decade; perhaps it’s the timeliness of his work that keeps him top of mind with so many executives. Many companies will be focusing on their strategic plans during December and it’s easy to get lost in the weeds of planning given… [Continue Reading]

Is Your Strategy Scientific?

Most of us realize that thanks to science, and perhaps more importantly, scientific method, that we enjoy a level of technology and therefore comfort that the kings and queens of a century ago would have envied.  Maybe we should apply the scientific method to how we run our businesses. Specifically, scientists create hypotheses to explain… [Continue Reading]

A Dearth of Depth

Where have all the leaders gone? Or at the very least, where are they going? The quest for experienced and effective leadership is getting harder… and it is not only the executive search and placement companies taking notice. Companies of all sizes are increasingly finding it difficult to successfully fill their vacant Board and C-Level… [Continue Reading]

A Porter Primer

For the past 30 years, Michael Porter of Harvard has been to the study of strategy what W. Edwards Deming was to Total Quality Management.  The size and scope of Porter’s remarkable body of work has, unfortunately, discouraged many from pursuing his contributions to this most important subject. A colleague of Porter’s, however, has done… [Continue Reading]