Following last week’s post describing a sales meeting, I’ve been asked why I don’t start the meeting out by asking the prospect for permission to do things in a different way. The idea being that after explaining my view that the traditional sales meeting setup doesn’t serve anyone, I’d get their buy-in to running the meeting with Clean being more …
Clean in Sales Example – The Big Meeting
People have expressed interest in how we use Clean Language in sales, so I thought it would be helpful to occasionally discuss specific scenarios, to give a feeling of what it is like in practice. I’ve described one meeting of perhaps 20 we’ll have with this company over the next 2 years. In retrospect, it is possibly the one where …
Contempt vs Curiosity at Work
I believe there are moments that happen every day in organisations, moments that dramatically undermine a company’s success, but are hardly noticed. That moment is when innovation and creativity is crushed beneath contempt, rather than fertilised by curiosity. Contempt is the hidden killer of success and yet we’re all guilty. I was attending a course, and there was a comment made …
The Damage Financial Markets do
We have a long-standing customer in a mature industry. They have been a delight to work with – challenging but interesting, the people we work with have been great, and from a commercial perspective they’ve been firm but fair. We’ve really enjoyed working with them. A few years ago a hedge fund took a large position in them, with the …
Clean Language and the Adoption Lifecycle
There’s been some discussion in the Clean Language groups about how to promote Clean. I see Clean as a disruptive innovation, and as such you can use various frameworks from the Technology sector for inspiration. One that I’m particularly fond of is the Technology Adoption Lifecycle popularised by Geoffrey Moore. Rather than write a long post about it, I thought …
