Priority Blog

Working with CEOs and leaders through the MacKay forum means asking, learning and advising those c-suite individuals on what this means. In a recent presentation I connected with some of Canada’s business leaders. We wanted to talk about lessons learned from disruption. The ‘new normal’ has been conceptualized over and over again — we don’t […]

Got a shining personality? Industry connections? Great. If you want to know how to succeed in sales, that is a really good start. But it is only a start! If you don’t have a solid sales strategy and established processes, you won’t get consistent and sustainable results. I’ve been a sales leadership consultant to organizations […]

In today’s hyper-competitive environment, we know that companies must be lean, shrewd, and focused on the bottom line. CEOs are right to be uncompromising on this key metric. However, (regardless of how my lip services is paid to the importance of their people), common practice is still that that the bottom line takes priority over […]

All companies want to grow organically through manageable, self-sustaining sales pipelines. Often it’s a lack of strategy that holds them back. In some cases that lack of strategy is obvious; companies aren’t willing to undergo the pain of change. Just like people, companies fear the unknown; downsizing staff is risky. So is hiring. Increasing expenditures […]

Engaged employees have a significant impact on a company’s bottom line. “What exactly is engagement?” a panicked manager or CEO might ask. “Can it be quantified?” For enterprises undergoing organizational change, that’s the million-dollar question. Senior leaders need to increase employee engagement in the workplace. One way to immediately relieve this pressure, they might think, […]

Organizational change is a big topic, particularly for enterprise companies that are trying to stay ahead of disruptive, nimble startups (among other upstarts). It’s one of those things you need to really cut up into bite-size pieces to make any headway. I think we really accomplished that at the recent event featuring Actionable Consulting’s Founder […]

  I was thrilled to host an event featuring Actionable Consulting’s Founder Chris Taylor, speaking about The Engaged Organization: Thriving in Change through 21st Century Collaboration. I got the chance to talk with leaders and managers in enterprise organizations about the problems they were facing in transforming their businesses. And of course, I was happy […]

I decided to take my own advice. That’s why I’m adding value to our services in the form of Actionable Conversations (It’s officially launching at the beginning of 2017, though I invite any current and prospective clients to call me up this week and learn more about it). Companies have to learn. Markets change and […]

There’s no catch-all formula to guarantee success of a new sales hire. But in successful companies I’ve helped, you do spot patterns. The ones that get traction are willing to undergo the pain of change. They set outcome-based targets when they start hiring sales people, so both the company and the new hire know what […]

Recently I was interviewed for an article that appeared in the Globe & Mail: The Downside of Seeking Business Advice on the Cheap. Journalist Guy Dixon says that if you’re going to invest in hiring a business consultant, it’s worth paying a little more for someone one who’s going to deliver the results you’re after. Naturally, […]