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Jeff Garrison
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I'm not comfortable with the touchy-feely stuff either, but as I have grown older I have come to appreciate that the failure of leadership teams to get "touchy-feely" prevents them from truly being on the same page and will hold the organization back. Let me explain. A leadership team can... Continue reading
Posted Sep 27, 2011 at EOS Iowa
Image via Wikipedia Every business will hit a growth ceiling. In fact, they will hit the ceiling on a cyclical basis. In order to break through the ceiling, they will have to go through a period of internal growth before they experience a new period of external growth. Internal growth... Continue reading
Posted Sep 15, 2011 at EOS Iowa
Listen to this excerpt from a speech given by Jim Collins, author of Good to Great. We need to face the "brutal facts" that the economy is going to recover slowly. It won't be great by Christmas. At least not Christmas, 2011. It is more likely that it will be... Continue reading
Posted Sep 6, 2011 at EOS Iowa
In between today and the day your long-term corporate vision is brought to full fruition, there will be thousands of decisions. The most important decisions you will make will be the people decisions. To help guide decisions, one thing a company must do is determine what their core values are.... Continue reading
Posted Aug 29, 2011 at EOS Iowa
What - This is a 90 minute free workshop desingned to show business owners and leaders how to get a grip on the six components of thier business. Who Should Attend – Business Owners and Senior Leaders of Entrepreneurial Organizations from 5 to 100 people. Where - Hilton Garden Inn,... Continue reading
Posted Aug 25, 2011 at EOS Iowa
Image by anyjazz65 via Flickr Fly Me to New York Imagine that you need to charter a plane to get you to New York on a certain day, by a certain time, at the right airport, and for a certain price (not to mention alive). Upon approaching a pilot and... Continue reading
Posted Aug 22, 2011 at EOS Iowa
Does your organization execute? Are you not sure? Are you thinking, "most of the time?" Ponder these questions. In 2010, did your company achieve all of their corporate objectives on time and on budget? Is your company on pace to achieve all of their 2011 corporate objectives on time and... Continue reading
Posted Aug 15, 2011 at EOS Iowa
I love the quote "leaders are readers." I always tell my kids that there is no difference between those who can't read and those who choose not to read. Now I have something else to preach to them. I have added "To Many Bosses, Too Few Leaders" to my reading list by the way.
The lure of entrepreneurship pulls on many of us. After all, there is the freedom to call the shots, to work the hours you want, and the money you will make...right? Many entrepreneurs do actually experience these rewards, but rarely before they have learned to overcome five particular frustrations. Lack... Continue reading
Posted Aug 8, 2011 at EOS Iowa
Image by Jetske19 via Flickr Are Core Values essential to the long-term success of a company or is the concept of core values a passe, feel-good idea with little real business value? Well... it depends. First of all, what are core values? They are a small set of vital and... Continue reading
Posted Jul 18, 2011 at EOS Iowa
Image by eqqman via Flickr ac·count·a·ble [uh-koun-tuh-buh l]--subject to the obligation to report, explain, or justify something. Who is accountable for what? This question is most often answered with geneal statements like "Jane is responsible for sales, Bob is responsible for marketing. Joe is responsible for opeations which includes HR,... Continue reading
Posted Jul 7, 2011 at EOS Iowa
Image by Getty Images via @daylife Like many thousands of people in this country, I call myself a "runner." I have the right clothes for various seasons and weather conditions and a good pair of running shoes. I run several days a week. I am familiar with "best practices" as... Continue reading
Posted Jun 29, 2011 at EOS Iowa
Recently, Conan O'Brien was interviewed by Chuck Salter for Fast Company on the topic of creativity. Here is what he said about preparation. My formula has always been I'm big on preparing. Prepare like crazy. But then just as you're heading out, half an hour beforehand, forget all of it.... Continue reading
Posted Jun 6, 2011 at EOS Iowa
Image by Amanda Woodward via Flickr Got issues? Of course. What business doesn't? "Issues" are the things, big and small, that are roadblocks to achieving the corporate vision. The sustained success of any business truly hinges on the ability of the leadership team to quickly and decisively handle issues. Where... Continue reading
Posted May 25, 2011 at EOS Iowa
Image via Wikipedia Take a large jar and fill it with some big rocks, followed by some pebbles, then sand, and finally water until it is full to the rim. Now do it in reverse. Water first, then the sand, then the pebbles, and finally the big rocks. When you... Continue reading
Posted May 15, 2011 at EOS Iowa
Many companies, perhaps most, lack a clear vision. They have not created any kind of future picture beyond merely growing in size, revenue, or market share. Even for those that have pictured a clearer future, that "vision" is more like a mirage in the distance. Even though they labor in... Continue reading
Posted May 12, 2011 at EOS Iowa
Stan Austin was a career officer in the United States Marine Corps and I had the privelage of having him on my staff after his retirement. As we were making major changes to transform a poorly performing, dysfunctional regoional office into a high performing, funciontal office, he would regularly remind... Continue reading
Posted May 11, 2011 at EOS Iowa
Everyone at one time or another has worked with someone who is just not the right person for the company. This is differenet from being the wrong person for the job. I am not talking about a skill issue. I am talking about cultural fit. More specifically, there are people... Continue reading
Posted May 3, 2011 at EOS Iowa
Image via Wikipedia Following a few recent presentations on business management, I have had questions about how to grow sales and Sales Habitudes. There was a time when I would have used this window of opportunity to start asking questions about their sales systems and the performance of their sales... Continue reading
Posted Apr 26, 2011 at EOS Iowa
Nice article. I have an idea as to why sales are not necessarily getting better. It is because few sales people, sales managers, and business owners are willing to commit to "growing" sales. Specifically, the ground must be prepared, seeds must be planted, water and sunshine must be available, and there must be protection from invasive plants, animals, and weather. Mostly, we just want to go to the store and pick out a mature plant for our garden. If it thrives, great! If it dies, we'll go back to the store. There are lots of great selling systems and trainers out there. Pick one. Take the time to practice and master it. Measure what will likely be slow and steady progress. One day, sales will explode!
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Tragically, Brian Klemmer of Klemmer & Associates passed away last week. He created an organization with an audacious mission. It was to "produce bold, ethical, compassionate leaders who will take action to create a world that works for everyone with no one left out." These were not just words on... Continue reading
Posted Apr 20, 2011 at EOS Iowa
Drew, It may not be rational, but I have a negative reaction when I go to visit someone's blog for the first time and see that it has not been updated for months. That's part of the transparency.
Toggle Commented May 19, 2010 on Your behavior is your true transparency at IowaBiz
Thanks for the comment Justin. I think a lot of sales people shy away from social media because it appears so random. However, is it any more random than cold calling or going to a networking event?
Claire, Thanks for the feedback. Everything starts with who you know ... or who knows you.
Jill, I love the photo. I explain "going naked" by using Habit 5 of the Seven Habits of Highly Effective People. The first meeting is the "seek to understand" meeting. Just have a conversation by asking intelligent, relevant questions. The second meeting is the "seek to be understood" meeting. If the first meeting went well, the prospect is excited to hear what you have to say.
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