The Pursuit of WOW/Peters 249-258

253 The real issue is changing the way people work.

We have a company manifesto called Commitment to Excellence.

258 New technologies are the peerless enablers of his bizarre organization--but dealing with the human factor is what makes it all work. It's 5 percent technology, 95 percent psychology.

Companies that uses e-mail are much faster, much less hierarchical.

Consultative Selling/Mac Hanan 26-28

28 ...the consultant's contribution can be a matter of life or death.

The president's letter tells you the official reasons why. It may also indicate corporate priorities into which you can tie a PIP's business fit.

The income statement also lets you learn if total earnings are growing by giving you the information to calculate profit margins/ If you divide annual net income by annual sales for the past three years, you can see if margins are shrinking even if sales volume has be rising. This tells you that business is being bought rather than sold and that your profit improvement projects must be structured to help restore income.

If you divide the cost of goods sold by total sales, you may see additional evidence that profit improvement is needed if cost as a percent of sales has been rising over the past three years.

The City of Influence / Stewart 30-34

34 ...our culture constantly celebrates the achievements of individuals, but no one has ever built something meaningful without the help of others.

The truth is that we all need other people to play a role in our storys

9 of 21 Suggestions for Success /H. Jackson Brown,...

21 Suggestions for Success /H. Jackson Brown,Jr.

1. Marry the right person.

2. Work at something you enjoy and that’s worthy of your time and talent.

3. Give people more than they expect and do it cheerfully.

4. Become the most positive and enthusiastic person you know.

5. Be forgiving of yourself and others.

6. Be generous.

7. Have a grateful heart.

8. Persistence, persistence, persistence.

9. Discipline yourself to save money on even the most modest salary.

The Pursuit of WOW/Peters 248-249

249 Real stability is my house painter friend's fabulous reputation.

The basis of competitive advantage in the 1990 is how well a company captures and deploys its knowledge assets. Joe Carter/Andersen Consulting

Consultative Selling/Mac Hanan 25-26

26 Consultative sellers must become sensitive to this need and deliver the benefit that customers seek: quantification of the dollar values they will receive, not enumeration of the products or their performance specifications.

The City of Influence / Stewart 28-30

30 Having influence is much like having a living library. When governors or mayors have a need, they simply check out the knowledge or resources of the people inside their influence. It naturally follows then that the more books you have in your collection, the better your chances are for your success.

8 of 21 Suggestions for Success /H. Jackson Brown,...

21 Suggestions for Success /H. Jackson Brown,Jr.

1. Marry the right person.

2. Work at something you enjoy and that’s worthy of your time and talent.

3. Give people more than they expect and do it cheerfully.

4. Become the most positive and enthusiastic person you know.

5. Be forgiving of yourself and others.

6. Be generous.

7. Have a grateful heart.

8. Persistence, persistence, persistence.

The Pursuit of WOW/Peters 247-248

248 I believe traditional job security is gone, and not just in my Silicon Valley environs. I believe, a long with British management guru Charles Handy, that a career tomorrow will most likely consist of a dozen jobs, on and off payrolls of large and small firms, in two or three industries.

Consultative Selling/Mac Hanan 24-25

25 Consultative Selling, performance benefits are insufficient reasons for a customer to buy. Performance benefits describe what a product is; they are operating specifications. Consultative Selling requires a seller to describe what a product does; these are its financial specifications. It is the end accomplishment of a product's performance benefits that must be sold.

The second stage in translating performance benefits to financial benefits is the calculation of their dollar values. These values, referred to as incremental profits, are the consultative seller's stock in trade.

Mentioning product, elaborating on the technological superiority of equipment, extolling its construction characteristics or other qualities--all are meaningless unless their incremental contribution to the system's capability for profit improvement is quantified.

What is the contribution to customer's profit?...is their key question.

The City of Influence / Stewart 24-28

25 As you work to help all members of your team increase their individual power to influence.

28 Every Opportunity Has Its Root in a Relationship.

7 of 21 Suggestions for Success /H. Jackson Brown,...

21 Suggestions for Success /H. Jackson Brown,Jr.

1. Marry the right person.

2. Work at something you enjoy and that’s worthy of your time and talent.

3. Give people more than they expect and do it cheerfully.

4. Become the most positive and enthusiastic person you know.

5. Be forgiving of yourself and others.

6. Be generous.

7. Have a grateful heart.

The Pursuit of WOW/Peters 244-247

246 Re engineering doesn't change what needs to be changed most: the way people at all levels relate to the enterprise. Margaret Wheatley

247 ...you can create an effective virtual organization almost overnight.

Consultative Selling/Mac Hanan 23-24

24 The ideal positioning for a consultative seller is customer profit improver. You can achieve this position by affecting one of a customer's operating processes in two ways: reducing its contribution to cost or increasing its contribution to sales revenues.

It focuses attention on the ultimate end benefit of a sale, not its components or cost.

From a customer's point of view, a consultative sales representative is an integral part of every sale.

...consultative sellers are embedded in their systems and are packaged along with them.

...the consultative seller generally goes on making important contribution to customer profit long after the original system has been installed.

A consultative sale is the sale of a positive return on the customer's investment: the economic impact of what is sold and not the components of the sale itself.

6 of 21 Suggestions for Success /H. Jackson Brown,...

21 Suggestions for Success /H. Jackson Brown,Jr.

1. Marry the right person.

2. Work at something you enjoy and that’s worthy of your time and talent.

3. Give people more than they expect and do it cheerfully.

4. Become the most positive and enthusiastic person you know.

5. Be forgiving of yourself and others.

6. Be generous.

The Pursuit of WOW/Peters 211-244

244 ...two kinds of project managers: Those who wait to have people assigned to their projects; and those who round up their own teams.

Consultative Selling/Mac Hanan 17-23

23 In the first sentence, a consultant identifies a customer problem in financial terms--what the problem is costing the customer or what the customer could be earning without the problem. If you mention your product or service, you are vending and not consulting.

In the second sentence, a consultant quantifies a profit improvement solution to the problem. If you mention your product or service, you are vending and not consulting.

In the third sentence, a consultant takes a position as manager of a problem-solving project and accepts single-source responsibility for its performance. In the course of defining the project in terms of contribution to customer profit, you are able to mention products and services for the first time.

Fourth sentence: It will be a proposal of partnership with your customer's managers in applying your system to solve the customer's problem.

A consultant's problem-solving approach to selling requires helping customers improve their profits, not persuading them to purchase products and services.