First Concepts Aligns Your Strategy, Structure and People for Breakthrough Results
The greatest ideas, innovations and strategies don’t mean a thing unless you can implement them effectively and keep them going through consistent execution. Whatever you want to do better all starts with how well your strategy, structure and people are aligned. Don Shapiro, the founder of First Concepts, learned this the hard way working with companies in 33 industries. First Concepts helps organizations address all the things that affect how aligned you are including strategy formation, leadership, sales, employee engagement, employee retention, standards, and your operating structure.Insights Into Success
6 Myths About Value that Prevent Even Quota Busting Sales Teams from Closing More Sales
There’s more that affects whether customers buy and what price they pay then their needs, pain points, situation, challenges and goals. A lot more. Turns out value is not what everyone thought it was. And these discoveries aren’t in any books or training programs yet. Off the radar screen. Sales teams who’ve applied these discoveries boosted their sales by over 20%.
Strategy Follows Structure, Structure Supports Strategy
By Don Shapiro, President, First Concepts Consultants, Inc. For too long, structure has been viewed as something separate from strategy. Structure is how the entire organization operates, not just its organization chart. Revising structures are often seen as ways to improve efficiency, promote teamwork, create synergy or reduce cost. Yes, restructuring can do all that […]
Raise the Customer’s Perceptions of Value to Close More Sales
The More Sales People Know About What Affects Their Prospects Perceptions Of Value, The Better The Choices They Make To Close The Sale Closing the sale comes down to the choices salespeople make. As they go through their sales process, they make choices about what they do next based on what they know about the […]
Find The Stealth Customer Value
Hidden customer value exists inside every customer and company selling to those customers that could increase sales and improve profit margins Customer value is the sum total of everything a customer knows about what you offer for sale and how it compares to the competition. Inside every prospect and customer exists stealth value… value that […]
Make The Value Visible: The Lawry’s Gong Story
Don Shapiro started his management career with Lawry’s Restaurants famous for Lawry’s The Prime Rib. In his speeches and workshops, he shares a story about how Lawry’s found a way to turn a cup of coffee served at the end of the dinner into a merchandising and marketing phenomena that helped spread word of mouth […]
Leading Change
Managing change is really about leading change by influencing people to voluntarily embrace the change and align themselves with where the organization is going. The only way to lead change is with an aligned team of effective leaders. Change is more about people than the change itself.