Entries by Elizabeth Doty

Three Promises Every Sales Team Needs to Make – and Keep

Customer loyalty has always been the holy grail of organic growth – yet, as sales models shift toward subscription-based services, longer-term relationships have become more critical than ever before. In their classic study, W. Earl Sasser Jr. and Frederick F. Reichheld found that reducing customer churn by just 5 percent could increase profitability between 25 […]

Liberate Your Team with Clearer Processes

I am pleased to share that this post on strategy + business, Liberate Your Team with Clear Processes, has just received a 2018 Azbee Bronze Award of Excellence from the American Society of Business Publication Editors (one of many awards for the magazine). My goal was to offer a way out of a recurring challenge […]

Learning from the Persuasive Genius of Great Leaders

In my 20 years as an executive coach and advisor, I’ve found that “framing” is one of the common threads behind great leaders’ persuasive genius – both in formal presentations and one-on-one conversations.  Great leaders do not rely on facts alone to communicate. Instead, they offer new frames for what facts mean, in a way […]

How to Accelerate Learning on Your Team

Some years ago, I met an ERP implementation team that was able to deliver tangible business results in just six months, where eight other teams at the same company had stalled. The successful team’s secret? Early on, its members had given up on planning, and instead focused their time on putting live customer orders through a […]

Four Secrets for Turning Insight into Execution

We’ve all experienced that “eureka” moment during a presentation or deep discussion with colleagues – where nifty slideshow visuals or a sketch on the back of a napkin help us see how to take our business to the next level. However, we’ve also experienced how easily these insights can fade once the presentation or meeting […]

Starting a Transformation? Don’t Change Everything!

Some time ago, I was consulting a senior director of a government agency who was two years into transforming his organization to be more customer- and results-focused. He had restructured his 200-person team, launched a few key initiatives, coached his staff on changing mind-sets, and made some difficult personnel decisions. Then, just as these investments […]

Why Leaders Need to Ask, “Is that a Promise?”

In today’s complex organizations, where managers must rely on others to take initiative and be accountable, one honest commitment is more valuable than all the lip service in the world. Yet many leaders are surprisingly sloppy when it comes to asking for commitments from others. They either accept ambiguity that leaves their teams with unclear […]