Category Business

Sales: What is your Painful Problem to Solve?

What is your painful problem to solve? Sales is not about describing your product, your process or your friends. It is about explaining to the buyer a problem that they have, and giving them a glimpse of a world where that problem has gone away. What would it feel like to live in a world […]

Be for things

It is easy to point out why things are wrong. It is easy to point out why someone or some policy is flawed. It is easy to make a list of reasons why you should not do something. You only get to do this cynicism if you can tell me one thing that you are […]

Resilience

6 Key Characteristics of A Players

Everyone wants to be Bruce Lee, but few want to put in the 10,000 (or more) hours of practice and preparation.  It is only when the bar is held high that we can consistently put in the practice and push our skills to the highest levels. What makes for an ‘A’ Player? The simplest possible […]

The Abilene Paradox

When we all end up doing what nobody wanted to do I was out at a dinner with a large group of friends recently.  At the end of the night I overheard two people talking about a local beach party.  One said “these beach parties are a big thing here in Spain.”  The other said […]

TED Talks by IESE Faculty [video playlist]

Join our #YouTubePlaylist #TEDtalks by our Faculty ow.ly/xXnXl with Professors @PankajGhemawat @xavieroliver @cuchullainn— IESE Business School (@iesebs) June 13, 2014 IESE Faculty TED Talks Follow these speakers IESE Business School Pankaj Ghemawat Xavier Oliver Conor Neill

UnProductive 101: Paving the Cow Path

When I worked at Accenture, we were often in the business of identifying the existing business processes and then analysing how we would enable these processes with technology. Sometimes it was putting a mobile phone purchase process onto Siebel CRM, sometimes it was putting insurance sales onto SAP ERP. A senior partner used to say […]

Framing is Everything

Rory Sutherland tells some wonderful stories about the power of framing.  If you want to be persuasive, you must get good at framing the argument.  Good framing shifts the argument to a playing field where you can achieve your ends and the other can feel that they have gotten a good deal. Prices are not […]

The Zig-Zag Path to your Dream Job

In 1920, at the age of 20, my grandfather took an exam, obtained high marks and got a full time job at The Bank of Ireland.  He worked for the next 45 years in the same company, and then retired on a full pension. This world is gone. Today, job stability is gone. Where do I start […]

From "Walking the Talk" Cording, Harrison, Hoskisson, Jonsen (2014), Academy of Management Perspectives

Some Reflections On Good Strategy

What is Good Strategy? These points come from my notes from listening to a lecture by Prof. Pat Gibbon of UCD Smurfit Business School in Dublin during the Executive Edge day in May 2014. Good strategy begins with a clear diagnosis (widely accepted) of the real current condition of the business. If there is nothing […]

No one buys a $57,000 watch to tell time

I came across this paragraph in a blog post by sales professional Grant Cardone. “No one buys a $57,000 watch to tell time. People buy things to solve problems. The cost of the item isn’t what matters. Once the buyer is able to see the problem the product solves, their decision becomes much easier to […]

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