It’s not enough to sell things to customers, because selling things is transactional and, over time, transactional selling deteriorates into selling on price. And selling on price is a race to the bottom. Sales must move from transactional to relational, where people in the sales organization become trusted advisers and......
In business and in life, one of the biggest choices is what to do next. Sounds simple, but it’s not. The decision has many facets and drives many questions, for example: Does it fit with core competence? Does it fit with the brand? How many will we sell? What will......
If you can’t imagine it, it can’t be done. But if it can’t be done, how can you imagine it? No one is buying a product like the one you imagined. There’s no market. No one can buy an imaginative product that doesn’t yet exist. There may be a market.......
When doing work that’s new, sometimes it seems the whole world is working against you. And, most of the time, it is. The outside world is impossible to control, so the only way to deal with external resistance is to pretend you don’t hear it. Shut your ears, put your......
Ideas are all talk and no action. Ideas are untested concepts that have yet to rise to the level of practicality. You can’t sell an idea and you can’t barter with them. Ideas aren’t worth much. A prototype is a physical manifestation of an idea. Where ideas are ethereal, prototypes......
By definition, when the work is new there is uncertainty. And uncertainty can be stressful. But, instead of getting yourself all bound up, accept it. More than that, relish in it. Wear it as a badge of honor. Not everyone gets the chance to work on something new – only......
Everyone wants to do more innovation. But how? To figure out what’s going on with their innovation programs, companies spend a lot of time to put projects into buckets but this generates nothing but arguments about whether projects are disruptive, radical innovation, discontinuous, or not. Such a waste of energy......
In business, the only direct lever to pull is resource allocation. The people are already on the books, just change what they work on. But pulling that off is difficult. No need to wait for new hires, just move resources from one project to another. Stop project A and start......
If you want to gain ground on your competition you’ve first got to know where things stand. Where are their advantages? Where are your advantages? Where is there parity? To quickly understand the situations there are three tricks: stay at a high level, represent the situation in a clear way......
Shipulski On Design
Copyright © 2013 Mike Shipulski. All Rights Reserved.
The Shipulski On Design
