Chuck's Post Blog
CEOs personify their companies, and they are, or at least should be, the chief exponents for their products and the benefits their products deliver. The CEO is or should be the chief thought leader in the organization -- the person who can most knowledgeably speak about the big picture benefits that his or her organization can deliver to customers.
Perhaps that's why so many CEOs are so good at helping their sales teams in the later stages of deal closing. CEOs have enormous credibility, especially when speaking directly with their peers. So, the only question is why wait until the 11th hour to insert the CEO into the sales process. A blog is a great way to make the CEO's thought leadership available to everyone.
- Leaders have vision. Clarity of purpose. Know what you're trying to accomplish with clarity and purpose. The more tangible you can make the vision, the more staff will want to be a part of it.
- Vision
- Brand - exactly where we have sustainable differentiated value proposition.
- Market potential and reward
- More ...
- Leaders find effective strategies. Vision without strategy is a day dream. Vision is great, but if you can't connect it with reality, its useless. Strategy must include CI. Like sports, you have to read the competition in order to create strategies that maximize our players skills and exploit our competitors weaknesses. Strategy is something that's refined every day, one battle at a time. Just as a coach reviews each season's team and each week's opponent anew, sales people need to evaluate each prospect and competitor as a unique battle and create a unique winning plan.
- Leaders are flexible. They rely on guiding principals to adapt to the moment and to crisis (9/11). You can't manage change, you can only lead change.
- Leaders are great communicators. They say things in the simplest way possible, use vivid descriptions and analogies.
- Leaders listen. They actually show a passion for listening.
- Ask staff what they believe is important, what they worry about, where they see improvement.
- Leaders are inspirational. People want to be a part of something great, something bigger than themselves. Unless you inspire others to act, you are a team of one.
- Give people self confidence and financial motivation and they will act.
Posted: Thursday, March 22, 2008
The world is smaller, more tightly integrated and more fluid. No country or citizen is immune from the successes or failures, triumphs or tragedies occurring throughout the world. When governments fail to act, it is left to the world's citizens to articulate vision, exhibit leadership, show direction and implement solutions. The Global Policies pondered and proposed on this site provide recommendations for such vision and implementation for a select few critical issues.
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