Tag: Consultant to consultants

Value-based selling is the strategy that will likely set industry standards for years. Gone are the days of hawking our services or pushing our products on lukewarm customers. While a slam-dunk transactional approach defined the sales industry for decades, customers today are far more sophisticated in selecting the goods they purchase and the companies with whom they align themselves. Buyers want to be educated to make smart choices that address their unique needs. They often perform a lot of that legwork themselves, thanks to Google Customer Reviews, Amazon ratings, social media, and well-honed websites. The high-pressure salesmanship of yesteryear has been replaced with value-based selling that focuses on a consultative, benefits-based approach to providing solutions and ultimately closing the deal.

While most business owners understand and appreciate the distinction between traditional, hard-sell tactics and value-based selling, when push comes to shove, they or their reps sometimes revert to more aggressive sales approaches. This is usually due to several common reasons:

• • • An intense pressure to hit quotas and meet sales goals.
    • An immediate need or desire for increased cash flow in the business.
    • An inadequately trained sales team.

These all point to an ill-defined company culture that either subtly or overtly values sales over relationships. But defaulting to high-pressure sales tactics even in high-stakes circumstances can cause more long-term harm than good. The risk of losing a valued relationship or your reputation as a trusted partner just to land a single deal is just bad business.

So what are the keys to successful value-based selling?

Understand Your Customers’ Needs

Taking a customer-centric approach to sales starts with a comprehensive appreciation of the prospect’s pain points and unique needs. Ask questions and do your research into your customers’ challenges. Remember, value-based selling is never a one-size-fits-all approach.

Develop a Value Proposition

As a business owner, it is essential to create a strong value proposition for your goods or services that communicates important functions and differentiators. This is where ROI comes in handy. Don’t just imply a specific return or outcome, but rather provide strategies for increasing the long-term value that your deliverable will afford them.

Build Trust & Foster Relationships

Consultative selling is where you and your sales team act less like traditional sales reps and more like trusted advisors. Once again, this approach is founded upon asking the right questions, possessing an active ear, and embracing long-term relationships over short-term sales objectives.

Anticipate Objections

Even the best value-based sellers are sometimes hit with potential deal-breaking concerns. This is usually the point when traditional sales tactics get messy or even aggressive. By taking the time to proactively consider and appropriately address potential customer objections on price, quality, need or other factors, you remove the volatility of a high-pressure sales dynamic while professionally addressing what are likely legitimate concerns.

Train Your Sales Team

Properly training your salespeople starts with smart hiring. Make sure you assess candidates not just for their past sales quotas, but also for their attitudes and approaches related to customer experience. Train your team on value-based sales techniques and make sure they are or become experts in your industry, products, and services. A well-informed, polished sales staff is far less likely to revert to high-pressure sales tactics.

Click here to view our TAB webinar “The Brainset of a Peak Performer” free and on-demand.

As you continue to incorporate value-based selling into your organization, you will likely be amazed at how your ideal customer profile changes and the strength of your relationships evolve into something far greater than traditional, high-pressure sales tactics ever afforded you.

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.

Creating a Happy and Healthy Remote Workforce through Trust, Communication, and Engagement

The rise of remote work has transformed the way teams operate, providing flexibility and increased productivity. However, building a remote team that thrives emotionally and professionally requires thoughtful strategies. Here’s how to ensure your remote team stays happy, healthy, and productive.

1. 1. Prioritize Clear and Frequent Communication

Effective communication is the cornerstone of any successful remote team. Regular check-ins, transparent communication tools, and consistent updates help everyone stay aligned. Utilizing platforms like Slack or Microsoft Teams can foster both formal and informal communication, allowing for work discussions as well as casual “water cooler” chats that strengthen team bonds.

Virtual meetings, while essential, should be well-structured with clear goals to avoid overwhelming team members. Asynchronous communication can also help accommodate different time zones and work schedules.

1. 2. Foster Trust and Avoid Micromanagement

Remote teams thrive when managers trust their employees to manage their tasks and schedules. Micromanagement can erode trust and stifle creativity. Instead, empower employees by setting clear goals and KPIs, giving them ownership of their work. This approach leads to higher motivation and better results.

Monthly or bi-weekly check-ins can help keep projects on track without feeling intrusive. Managers should focus on outcomes, not the process, allowing employees the flexibility to work in the way that best suits them.

1. 3. Build a Strong Team Culture

Team culture is just as important in a remote setting as in the office. Creating a culture of inclusion and belonging is crucial for remote workers, who may feel isolated. Regular virtual team-building activities—such as online games, coffee breaks, or even virtual book clubs—can help build personal connections.

Encouraging personal interactions outside of work topics can make remote teams feel more cohesive. Celebrating both team and individual achievements publicly also fosters a sense of community and mutual respect.

1. 4. Prioritize Health and Well-being

Remote work offers flexibility, but it can blur the boundaries between personal and professional life, leading to burnout. Encourage employees to set boundaries and take breaks to maintain their well-being. Offering mental health resources or providing subscriptions to wellness platforms can further support your team’s physical and mental health.

Flexibility in work hours, allowing employees to manage their personal lives, and offering days off for mental health or “creative days” are powerful ways to support their well-being.

1. 5. Leverage the Right Tools for Collaboration and Productivity

Technology can make or break a remote team. Invest in the right tools to keep communication seamless and tasks organized. Platforms like Notion, GitHub, or Trello are great for project management, ensuring everyone knows their roles and deadlines. These tools also promote transparency and allow teams to track progress in real time.

At the same time, encourage direct communication when needed, using video or voice calls to clarify misunderstandings and build rapport.

Conclusion

A thriving remote team doesn’t happen by chance—it requires a thoughtful blend of communication, trust, and tools. By fostering a culture of engagement, supporting well-being, and promoting open communication, you can build a happy, healthy, and productive remote workforce.

For more insights, you can explore Entrepreneur, TTI Success Insights, CleverControl, Welcome to The Remote Company, or THE ORG

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.

The transfer of your business may be the biggest financial transaction of your life. At Clear Focus, LLC, we utilize ExitMap® to help clients understand their current level of preparedness so that they can begin the succession planning process.

• • It consists of 22 questions, produces a 12-page report, and only takes 15 minutes.
  • It’s easy to decide which of the multiple-choice responses best fits your company.
  • It requires no financial or other confidential information.
  • It takes a broader view of your business than just the numbers.

To begin, click the link: Assessment, simply enter your email address. You will receive your Exit Readiness report in approximately one business day. The report ranks your overall preparedness and provides a breakdown of your readiness by category: Finance, Planning, Profit/Revenue, and Operations.

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.

Just as someone can affect your attitude, you can influence your attitude as well as the attitudes of those around you. How? With affirmations! An affirmation is telling yourself that “you can” instead of “can’t.”  An affirmation is a positive statement that describes the “you” you want to become.

Affirmations should have the following criteria:

1. 1. 1. Affirmations should be positive.
      2. Affirmations should be statements in the first person, present tense.
      3. Affirmations should be related to your goals.
      4. Affirmations should be within the realm of possibility. (realistic)

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.

You all know that none of us are getting out of this alive; so why take things so seriously? Many great leaders have had a terrific sense of humor in good times and bad. These include Abraham Lincoln, John F. Kennedy, Winston Churchill, and Ronald Reagan.

Not taking yourself or external events so seriously, even in dire situations, releases stress. Others around you are more at ease. Scientific studies have shown that moods are contagious and can be motivational. Seeing the humor in situations creates positive feelings. Positive moods generate positive action. Negative moods generate negative action or inaction.

Exceptional Leaders know that others take their cue from them and act accordingly. They can be funny on occasion.

Thought Provoker

• • • Are you able to inject humor into tense situations?
    • Can you be self-deprecating; seeing the humor in your actions when needed?
    • Can you see how having humor in what appears to be important or ominous situations can actually improve others’ abilities to address difficulties?
    • As a leader, are you continually aware of your mood?
    • Can you see how your mood impacts others?

For Exceptional Leaders, when things get tough, the tough lighten up and then get going.

~ Copyright protected by author Bruce M. Anderson. Reprinted with permission. Thinking Partners Inc.

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.

While some things are just understood and best left unspoken, there are times when email is forgotten in this model. Sure you don’t want to bash your boss when they can hear you or let a coworker hear you whine about the performance. However, are you careful with your email correspondence?

Often, employees forget to be cautious with their work email. This has gotten people in trouble because emails last longer than the spoken word. Email is a written record and can come back to bite you if are not considerate of what you say and how you say it.

Be sure to avoid these four types of conversations in your work email:

1. 1. The Quality of One’s Work — Make it a habit to never talk about the performance and work quality of anyone at the office in an email. You miss the inflection of someone’s voice and can’t tell whether they are joking or being serious when you email. It is better to avoid talking about how someone is performing because it can be misinterpreted and once it’s written, it is out there forever.
   2. The Rumor Mill—Nip all gossip when it comes to your work email. The rumor mill is an ugly place to be, and with email, the information is out there and can’t be changed or edited. Gossiping in an email will likely haunt you in the future. Maybe you trust the person you are emailing completely. While that is fine, the person looking over your shoulder or theirs when the email is read could be an issue for you. Also, the email could get sent to someone by accident, forwarded, or used as something to hurt you in the future.
   3. The Critical Eye — Don’t be overly critical in email. People get offended easily and remember the way an email comes off is in the “eye of the beholder.” You can’t be sure that they will take the criticism well. Try to keep those conversations out of email and in person instead.
   4. The Touchy Topics – Leave the touchy issues and sensitive topics out of email and discuss them in person instead. This can include discussions about pay, annual reviews, opinions about someone’s recent work, and work schedule.

You’ll be glad you avoided these types of conversations in your work email and so will your superiors and coworkers. There is wisdom in keeping appropriate conversations in person rather than in a written record.

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.

Make it clear to your employees what constitutes success and how they should measure their achievements. Goals must be realistic. Project schedules, for example, must be set by the people who do the work. People will accept a ‘bottom-up’ deadline they helped set but they’ll be cynical about a schedule imposed from the top that doesn’t map to reality.

Unachievable goals weaken an organization. At my company, in addition to regular team meetings and one-on-one sessions between managers and employees, we use mass gatherings periodically and e-mail routinely to communicate what we expect from employees.

If a reviewer or customer chooses another company’s product over ours, we analyze the situation carefully. We say to our people: “The next time around we’ve got to win. What will it take? What’s needed?’ The answers to these questions help us define success.”

~  Bill Gates, Microsoft

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.

Finding the right leadership style as a CEO can significantly impact your company’s success, workplace culture, and overall vision execution. But with so many leadership models out there, how do you find one that truly fits? Here’s a step-by-step guide to uncovering and honing your authentic leadership style.

1. 1. Know Yourself: Self-Assessment Is Key

Before developing your leadership style, take a deep dive into understanding your personality, strengths, and weaknesses. Consider tools like Myers-Briggs or DISC assessments to give you a foundational understanding of how you naturally operate. Once you know how you think and react in various situations, you can better align your leadership to those traits.

How-to tip:

• • • Reflect on moments when you’ve felt most empowered or successful as a leader. What traits or behaviors contributed to that feeling?
    • Gather feedback from peers, colleagues, or a trusted mentor. They can provide insights into your leadership tendencies.

1. 2. Understand the Needs of Your Organization

Leadership isn’t one-size-fits-all. The needs of a startup CEO differ greatly from those of a multinational corporation. Assess your organization’s culture, its goals, and the team dynamics. A CEO of a fast-paced tech company may need to adopt a more transformational leadership style, while a CEO of a stable, traditional company may benefit from a more transactional or servant leadership approach.

How-to tip:

• • • Talk to your management team and employees about their needs and expectations from leadership.
    • Adapt your style to the demands of your company’s growth stage. For example, during a crisis, a more authoritative or decisive approach may be required.

1. 3. Experiment and Adapt

Leadership is an evolving skill. What worked in the past might not serve the future. Flexibility is key. Try different approaches—maybe blend styles like transformational leadership, where you inspire and motivate, with a bit of democratic leadership, which encourages feedback from your team.

How-to tip:

• • • Keep a leadership journal where you record different strategies you’ve employed and how your team responds.
    • Regularly review the effectiveness of your leadership methods and make adjustments as necessary.

1. 4. Seek Continuous Learning

Leadership development doesn’t stop once you become a CEO. Stay ahead by continually refining your skills. Attend seminars, read leadership books, or engage with a coach. Being open to feedback and learning helps you evolve with your organization’s changing needs.

How-to tip:

• • • Make reading a habit—start with books like “Leaders Eat Last” by Simon Sinek or “The Lean Startup” by Eric Ries.
    • Attend leadership workshops or join CEO forums where you can share insights with peers.

1. 5. Embrace Authenticity

Authentic leadership is a critical component in building trust. A leader who stays true to their values and communicates openly will create a more engaged and motivated team. Your leadership style should feel natural to you—don’t try to fit into a mold simply because it’s trendy or highly regarded in the business world.

How-to tip:

• • • Be transparent with your team about your leadership journey. Show them you’re committed to growth and learning.
    • Align your values with your company’s mission to create consistency in your leadership approach.

Ultimately, the best leadership style is one that fits both who you are and what your company needs. By reflecting on your strengths, adapting to your environment, and committing to continuous learning, you’ll discover the leadership approach that will lead your company to new heights.

 We would love to hear your comments or questions. Contact us today!

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.

Building an effective business strategy begins with a clear vision of the future. Instead of focusing solely on present challenges, it’s critical to imagine the future your organization wants to create and then work backward. This approach, emphasized by strategy expert Mark Johnson, can drive transformative outcomes.

How to Create a Future-Focused Strategy:

1. 1. Define Your Vision: Identify where you want your organization to be in 5-10 years. What impact do you want to make? By clarifying this long-term vision, you’ll set a clear direction that guides all strategic decisions.
   2. Work Backward to Bridge the Gap: Once your future is imagined, assess what gaps exist between today and that vision. Ask yourself, “What capabilities, resources, and structures are missing?” For example, if your vision involves significant innovation, consider what R&D investments are needed now.
   3. Adapt to Shifting Landscapes: Building a strategy that considers future shifts in technology, market trends, and consumer behavior ensures that your business remains agile. Incorporating strategic foresight tools can help your team anticipate future challenges and opportunities.
   4. Engage Your Team: A strategy is only as strong as the people who implement it. Ensure your leadership team understands and shares the vision, empowering them to contribute insights and build momentum. Effective communication and alignment are key.
   5. Measure and Adjust: The strategy should be flexible. Set milestones to measure progress and make adjustments as the business environment evolves. Consistently check whether your steps are bringing you closer to the envisioned future, and course correct as needed.

Starting with the future you want to create allows for greater innovation and purposeful growth, rather than just reacting to short-term pressures (Apple Podcasts).

By anchoring your strategy in a long-term vision, businesses can navigate complexity and uncertainty with greater confidence, ensuring they not only survive but thrive.

 We would love to hear your comments or questions. Contact us today!

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.

Why are some people motivated, focused, and successful, while others seem to get distracted, and have little to no motivation to get things done? Is it due to their upbringing? Maybe something about their personality?

Believe it or not, science has discovered as to why some are motivated while others aren’t.

Here’s what studies have shown:

Motivation Is All In Your Head

Everyone talks about having the right mindset to get things done in life. To be truly successful, it starts with self-talk and what’s in your head. Well, it turns out that part of that is true. Motivation is all in your head.

Studies have shown that motivation comes from the nucleus accumbens which is a small section in the brain that sends chemical messages to your body. This is the area of your brain that keeps you focused.

Dopamine Is the Key Ingredient to Motivation

Dopamine is one of the 4 happiness hormones, listed among serotonin, endorphins, and oxytocin. When this chemical is released into the body, it passes information from neuron to neuron.

As it moves around in your brain, it comes in contact with other receptors. The way dopamine plays a role in motivation has to do with the mesolimbic pathway it takes in the brain to communicate. This pathway lies in the middle of your brain and leads to the cerebral cortex. When dopamine goes through this pathway, it provides your brain with the ultimate reward.

Dopamine Encourages Us to Act So We Can Reach The Reward

The main job of this chemical is to get you to move on with your thoughts. While it is present when we are happy, it also helps us through pain, loss, or stressful situations. Its job is to get us to do something while avoiding bad things.

Motivated People Have More Of This Chemical

Scientists at Vanderbilt conducted a study between those who were highly motivated and those who were considered lazy. They found that the more motivated group had higher levels of dopamine in their system.

Ways to Increase Dopamine

Since you know that this chemical is responsible for more motivation, there are things you can do to increase this in your body. Here are a few things you should implement in your life:

• • • Focus on one task at a time to keep from depleting your brain’s energy
    • Be an endgame thinker
    • Eat foods high in L-tyrosine which include vegetables, avocados, bananas, green tea, and apples to name a few
    • Tell others what you’ve accomplished
    • Lend a helping hand to others
    • Take note of the things you have accomplished

These are a few things you should add to your daily routine so that you increase the dopamine in your system. The greater this chemical, the more motivated you will be to get things done.

 We would love to hear your comments or questions. Contact us today!

Gary Brunson
gary@myclearfocus.com

Debra Rider
debra@myclearfocus.com

574.361.2674

Sustainable Growth & Profit Consultant, Coach, Mentor, and Counselor/Therapist for Business Owners and Professionals.