Hockey-stick forecasts
The “hockey-stick forecast” is a fairly common concept for people who deal regularly with future plans of one type or another.
Revenue
Always negotiate price last
The temptation to negotiate price is big, but after more than 20 years and hundreds of project proposals, we've learned that it is a cardinal mistake to negotiate price too early in the sales process.
The introduction sets the tone
We were invited to make a presentation at an industry conference. We arrived in advance and checked in. Then, we were instructed to see the host, who would be introducing us onstage.
Never present “new” ideas
We were working in the food and beverage area at a beautiful Ritz-Carlton resort. It was an important meeting: we were presenting method changes that had been developed with the help of the leaders of the stewarding and banquet areas.
Don’t send back the Heineken
Lesson Learned #32
After a successful project at a large regional hospital, the Carpedia team went out to ...
Nobody gets their MBA to be a salesperson
Lesson Learned #29
One of our past clients built a dominant company in a somewhat unattractive industry by ...
Why wall maps trump PowerPoint decks
Lesson Learned #13
We are well known by our clients for very large wall map presentations. Before the digital ...
Avoid empty jargon
Lesson Learned #12
In the early days of the company the founders had to figure out how to position the firm in ...
Innovate the product, energize the organization
Lesson Learned #9
One of our clients was the chief operating officer of a large international container shipping ...
Why your customer’s vision is more important than your own
Paint their picture, not yours.
Look forward when implementing change
Look where you want to go.
Why you should enjoy the silence to help close the deal
Stop selling after the sale.