Comments for Paul Marshall

Comment on BE Aggressive! by DONNIE

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Comment on BE Aggressive! by Paul Marshall

Paul Marshall — Fri, 02 Jul 2010 17:08:57 +0000

Fair point Matt, there is a fine line between being aggressive and understanding when you are pushing too hard. It is a hard line to find sometimes and unfortunately can be learned through trial and error but in general I think erring on the side of being more aggressive in your willingness to take risk and scaling back from there is a trait more aligned with many success stories.

Comment on BE Aggressive! by Matt Bertulli

Matt Bertulli — Fri, 02 Jul 2010 14:54:27 +0000

This is actually something I practice quite a bit. I even go so far as to try different approaches with similar leads/prospects in our business.

I think the real trick with being aggressive isn’t in just being, but rather in knowing when to be certain levels of aggressive/risky/out-there.

Comment on BE Aggressive! by Tweets that mention BE Aggressive! | Paul Marshall -- Topsy.com

Tweets that mention BE Aggressive! | Paul Marshall -- Topsy.com — Wed, 30 Jun 2010 16:11:39 +0000

[...] This post was mentioned on Twitter by Ben Yoskovitz and Paul Marshall. Paul Marshall said: Blog Post: BE Aggressive! http://goo.gl/fb/tLPRV [...]

Comment on Lesson #2 – Sales Reps – The Changing of the Guard by Daryl Mather

Daryl Mather — Thu, 11 Feb 2010 22:55:00 +0000

Hi Paul,

I like this post. It really made me stop to think. We are still in a start up phase in my department, but we are par of a mature business.

My own role includes sales as well as the P&L management of my department. We HAVE had a lot of success, and we are building very strongly.

As you reasoned it was due in most part to the ability to build a long term commercial relationship as a trusted advisor. In my case I have needed both the relationship skills as well as the subject matter skills.

(At least that is what worked here)

But going forward things are changing. The size of the prize is now larger, the services mix is changing, and the type of support our clients are asking for is also evolving.

A less hunting and more farming type of situation is starting to emerge.

I hope I’m up to it, and I hope intend to take this advice and share it with the members of my team charged with maintaining relationships in our key and strategic accounts.

Thanks… !

Daryl…

Comment on EXECUTION – GET STUFF DONE IN 2010 by Robin

Robin — Mon, 08 Feb 2010 09:14:26 +0000

I would also add to your post that strategy and implementation are equally important. Currently the pendulum has swung towards implementation as the titanic failure rate has acted as a catalyst and leaders recognize that something different must be done. They are just not sure what. A leader needs the skills to craft and execute strategy.
“Strategy is about deciding what to do; execution is about getting it done. Both are essential skills for a modern leader.”
McKinsey & Company
Keep in mind that most leaders, if not all, who have graduated with a degree in business, studied a module on strategy but not on its implementation.

Secondly what is missing is a framework.

Every organization is unique and every implementation is different. We discovered, however, in our ten years of research, eight areas of excellence in execution, where all the organizations who successfully implemented their strategy, focused. In Bridges these eight areas evolved into our proprietary tool, the Implementation Compass (TM). Excellence in execution is not about doing one or two things well, such as changing measures or communicating the strategy. It is about doing eight things well, simultaneously.

The Implementation Compass is a framework that provides you with the structure for your strategy to make it come alive. Instead of wandering aimlessly through the implementation maze it allows you to assess your implementation readiness and identify the key areas to tackle.

The eight points of the Compass: People, Biz Case, Communicate, Measure, Culture, Process, Reinforce and Review have not changed since its introduction. In fact it has been developed further. In Beyond Strategy (my new book) the Implementation Compass provides the headers for the chapters and each chapter ends with the actions leaders must take.

Excellence in execution is not about doing one or two things well, such as changing measures or communicating the strategy. It is about doing eight things well, simultaneously.

Robin
http://www.strategyimplementationblog.com

Comment on Things To Think About by James

James — Thu, 04 Feb 2010 18:50:29 +0000

It got me thinking about Data Mining and this whole predictive modeling aspect. I’m not a big believer in seeing the future, but understanding potentials most certainly.

I would imagine that PMML is the technology to focus on?