Being a Sales Strategist

It’s amazing how many sales and business development professionals, managers and executives, still think sales is a numbers game. And, it’s still a popular belief Today.

I understand. I understand that If you believe sales is a numbers game, you’re wrong.

While there are slight variations, according to this archaic theory ~ all you need to do (to be successful in sales) is call, call, call. Go to every lead, quasi-qualified or unqualified. Pitch! Pitch! Pitch to Someday! Demo! Demo! Demo to Anybody! You must be committed to the numbers. Fill your pipeline with a zillion suspects who’ll turn into X number of prospects, sales opportunities, and ultimately customers or clients.

The song remains the same, the message passed on from one sales generation to the next. We’ve been conditioned to accept that going after every prospect is essential to our success.

What if it isn’t? What if the numbers game isn’t a success factor anymore?

What if trying to work all those prospects infects our thinking, causes our sales performance, individual and team, to become ineffectual? What if we could generate more sales with fewer prospects?

Most sales and business development people would consider these questions heresy against the sales gods and gurus.

Thinking and Acting as a Sales Strategist

Thinking and Acting as a Sales Strategist

In the long run, Top Sellers, the Best of the Best Closers, pursue fewer prospects. Top Sellers spend more time thinking and acting as a Sales Strategist about:

  • The goals and objectives of their target market, customers/clients.
  • Linking marketing to sales process.
  • Connecting and networking for mutual benefit.
  • Pre-Qualify/Qualify potential customers/clients.
  • Being more Consultative and Solution-centric.
  • Guiding prospects through the sales cycle.
  • Increasing Market Value.

By slowing down, focusing on quality not quantity, we can develop the rapport, relationship, and credibility we need to get the business. We can go deeper, learn more, and support the client/customer with the right solutions.

Nurturing any kind of relationship requires an investment of time. Are you spending enough time with clients/customers throughout the sales process? Are you committed to a Sales Closing Process? Conditioning? Gaining commitments every step of the way? Pre-closing? Or, are you pitching and running? Are you just a visitor?

Being Sales Strategists, our clients/customers trust our recommendations. We become their Strategic Advisors creating even more opportunities to succeed. 

Our goal is to help prospects understand the business value of the solution. More importantly, how changing the status quo can impact organizational culture, sustaining business growth and profitability.

Be Bold. What would you do differently this month if you rejected the numbers game?Do you think it would make a difference in your sales performance?

That’s the challenge. Reject the #1 Sales Myth! Think fewer, not more. Compel yourself (and your sales team) to shift sales behavior with a fresh mind-set and sales strategies.

Being a Sales Strategist means sales isn’t a numbers game anymore, it’s an effectiveness game. Be yourself. Make the right connections. Make human connections.

Connecting and Networking for Mutual Benefit.

Connecting and Networking for Mutual Benefit.

Always Be Engaging.

Marc Ortiz de Candia | Vitalia Consulting | The Enlightened Leadership Leader

 

Reframing Your Leadership Development Challenges

What “Leadership Development Challenges” do you face?

Reviewing client interviews from 2009 to the present, entrepreneurial client-companies are no longer pre-occupied with big picture business issues (uncertain economy, evolving technology, increasing competition) to determine what to do next. Pervasive as those issues may be, these issues remained in the background of our small picture snapshots. What has evolved is a “reframing of leadership challenges.”

Nurturing emerging leaders to blossom, and the never-ending growth of mature leaders, is an organic business imperative.

Nurturing emerging leaders to blossom, and the never-ending growth of mature leaders, is an organic business imperative.

 

Fact is, small to middle market entrepreneurial companies remain the lifeblood of the USA economy, employing most of the workforce, and stimulating innovation, not big business. We’re not talking about “mom and pop” shops. These are 15 million to 600 million revenue companies.

Fact is, big business is too complex to sustain innovation. What does big business do when it wants, needs strategic and creative ideas? Acquire smaller, inventive, entrepreneurial companies.

We found agreement, confirmed by data, on a different set of issues, not big picture issues, 8 functional issues “leadership development challenges.” Three of the eight shown to be the primary drivers of leadership development initiatives:

  • Engage and retain the workforce.
  • Create leadership core competencies.
  • Develop emerging leaders.

There were five other leadership development initiatives worth noting:

  • Develop non-manager leadership.
  • Develop high-potentials.
  • Develop mid-manager leadership.
  • Manage change and innovation.
  • Develop team leadership skills.

Our client-organizations want frontline and middle managers, emerging leaders and sole contributors to achieve desired behavioral outcomes.

How much are you willing to invest?

Unfortunately, there are companies who refuse to invest in leadership development despite knowing their refusal dooms planned market expansion and value. It doesn’t make business sense, a business that wants to grow and yet is unwilling to invest in its sustained growth and profitability.

How much are you willing to commit?

Targeting desired behaviors is the first step in meeting a leadership development challenges. Step two is deciding how much time, money, and energy your company is ready, willing, and able to commit to learning initiatives.

Unfortunately, there are companies who allow leadership development to get lost in the organizational priorities shuffle which then gets lost in the business priorities shuffle. It’s a never-ending predicament.

These companies need to grow-up, and move forward into the mature business life cycle. The light of leadership development challenges is shining brightly on their faces, and they still can’t see it or even feel it. Too bad for them. Wouldn’t you agree?

That’s why more than 50% of the Inc. 500 companies fade away, and are replaced, each and every year!

So, have you begun reframing your leadership development challenges yet?

Abre Los OjosYour organization may benefit from this “more mindful, state-of-the-art approach to leadership development.” Meeting leadership development challenges begins by asking the right questions, concluding the right answers, and then taking the right actions.

Partner with Us.

  • Marc Ortiz de Candia, Managing Partner
  • Vitalia Consulting | The Enlightened Leadership Leader

To Learning with Love

Do you love learning like I do? I mean do you really love to learn?

Invest in people with heart. Invest in people who value you and other human beings. In return, you invest in your organization, and lasting business success.

Invest in people with heart. Invest in people who value you and other human beings. In return, you invest in your organization, and lasting business success.

Then stop using the word “training” (the kiss of death to real learning and retention!). Training is for circus animals, not for you and me.

Love Learning. Remember your greatest teachers, storytellers, mentors, and coaches throughout your life. The ones who inspired your desire, ambition, and creativity.    

 

Don’t fear what I am espousing here. I learned long ago that the “soft skills” are actually the hardest to learn and actualize within business/life. Be open-minded and fearless.

Training is about telling, mandating, forcing, manipulating. Learning is about absorption, the freedom to immerse yourself. Dive into the deep waters, head first.

Yearn for those beautiful, ethereal, provocative, evocative learning moments; remembrances of when your intellect was stimulated, when you were moved to tears of joy, to action! 

Honor the gurus, advisors, thought leaders, the actors and comedians (even the consultants and facilitators!) and your closest confidantes who influenced the ways you think and act, your ways of being, what you believe to be true. Celebrate the ones who sincerely believed in you, encouraged you, understood the secrets to your success.

Recognize what you’ve learned from books, movies and films, the poetry in extraordinary people. Cherish those people who helped you discover your inner light, and achieve your dreams. Be the catalyst for a genuine learning culture within your business, nurturing the well-being of everyone around you.

There are cascading lessons to be learned from enlightened leaders who invest/reinvest in learning and development for lucrative ROI.

  • Upfront learning of jobs and roles results in…
  • Better understanding of performance expectations and the execution of relevant business imperatives, resulting in…
  • Competitive advantages, superior organizational performance and sustained business growth.

And, don’t forget what you’ve learned from your experiences. Experiential Learning can be brutal, and yet gives you the opportunity see with fresh eyes.

As your love of learning blossoms, you grow. Your Enlightened Leadership will impact emerging leaders, and you will live forever and ever.

As your love of learning blossoms, you grow. Your Enlightened Leadership will impact emerging leaders, and you will live forever and ever.

You can have a lifetime relationship with learning. Embrace It.

Reaffirm your lifetime commitment to never-ending learning.

Enlightened Leaders will understand these messages of love without the need for explanation or analytics.

 

 

Believe You Me. Reflection and introspection are highly under-appreciated these days.

Sometimes we must go to the back pages of our personal/professional history to really see and understand our future. Sometimes we must re-measure our humanity (emotional intelligence, kindness, tolerance, empathy, acceptance, our goodness) by what we embrace, create, treasure, include, and give safe harbor. Sometimes we must re-examine our personal/professional constitution, and make amends.

No one can succeed without opportunities. No One. No one can sustain success without opportunities to learn and develop, not at any age. Without opportunities, success becomes an elusive possibility.

As the CEO of our brilliant career(s) we must take calculated risks. We must create our opportunities with the help of key people (along the way). These key influencers are people who sincerely accept, respect, value, and believe in us. These are the people are supportive of us, committed to developing our talents, nurturing our well-being. These are the enlightened leaders (with or without titles!) who live forever in our treasured memories.

Remember, learning and development opportunities do not 100% guarantee success. In the end, we must take ownership of our successes (and failures). On this long and winding road, you and I will always have plenty of opportunities to learn from our experiences.

Seek-out those magnificent, stunning, moving moments of learning that give you wings of passion to do the things you love!

This is my loving gift to you.

No matter who you are, or what you do, you impact someone every day. We impact people intentionally and unintentionally.  How you choose to impact people is up to you.

Happy “Saint Valentine’s Day” from every one of us at Vitalia Consulting!

Marc Ortiz de Candia ~ Executive Partner and Provocateur, Vitalia Consulting | The Enlightened Leadership Leader

Solution-Recognition for Enlightened Leaders

Abre los ojos, los oidos, la mente, y el corazon.

Abre los ojos, los oidos, la mente, y el corazon.

Vitalia Consulting (VC) is not a conventional management consulting firm, and we don’t intend to become one. Our client-consultant role is to inspire forward-thinking solutions and actions. “Solution-Recognition” is an important tool in the process of searching for (and finding) the best innovative ideas.

“We need more ideas” is a phrase we hear almost every day.  Innovation isn’t constrained by the absence of ideas, but the inability to notice the good-to-great ideas right in front of you. It’s not an idea problem; it’s a Solution-Recognition dilemma.

Ideas are free. So, why not take advantage of such a great value? Whatever happened to “Brain-Storming” where no idea was pre-judged as a bad idea, no matter how absurd the idea initially appeared to be? While Brain-storming has morphed into Ideation, White-boarding, Iterative Process, Blue Sky Thinking, etc., it’s rarely used the way it was originally intended. “Thinking Outside the Box” has been so overused and abused, it’s become a gag in bad commercials.

Once upon a time (1984-1987) while working with Vici Associates International (based in Milan, Italy) we used the creative-strategic process “ProThink” to stimulate innovative and pragmatic solutions for our client-companies. Guess What? The concept still works! Unfortunately, most companies (then and now) fail to consistently capitalize on Solution-Recognition, and make it an integral part of organizational culture. In my experience, it requires not only a mind-shift but also (and more importantly) a behavioral, cultural transformation.

In the digital speed of social media: Golden Opportunities are lost amidst the chatter. Great moments of brilliance never return to our work/lives.

People tend to think of creativity as flashes of light from the heavens, anointing the next demi-god of genius. In business world reality, new insights and ideas come from hard work. While analytic data can identify real opportunities, these insights must then be transformed into practical, viable ideas. Cogito Ergo Zoom (I Think. Therefore, I go fast.) is the wrong-headed mentality for Solution-Recognition to work.

Solution-Recognition requires:

  • An Open Mind
  • Genuine Listening Skills
  • Passionate Intelligence (Intelligence that can actually be Applied)
  • The Ability to Dream with “Eyes Wide Open”
  • Being Empathic
  • Emotional Intelligence (High EQ)

Research has found that those managers/leaders exposed to a small amount of uncertainty said they value creativity, but actually tended to favor practical word pairings over creative word pairings. If such a negative bias against creativity exists in times of uncertainty, it might explain why so many notable innovations (in business history) were initially rejected. Is this happening in your business?

The implications are particularly relevant now, as few leaders/managers would claim that they’re not working in an uncertain industry. The same uncertainty that propels the need for companies to innovate may also be compelling leaders/managers to reject discoveries that could help them gain a competitive edge.

The innovative ideas that would keep your company alive (and sustain growth) are being killed in the embryonic stage of development, or even at conception.

One possible solution to this “idea killing” is to change the structural system ideas must move through for acceptance and execution. Instead of using the traditional hierarchy to find and approve ideas, this process could be spread across the whole organization. Given a higher priority than immediate revenue, the idea market can create an organizational culture where new ideas are recognized and approved throughout the entire company, a democratization of recognition. What do You Think?

Solution-Recognition becomes an organizational “way of life” based on the assumption that everyone is capable of producing great ideas.

Example: We have a new client (based here in California) who recruited a highly-skilled, experienced Sales Team without building the right organizational infrastructure to support that Sales Team, without professionally mature Sales Management to properly lead and coach that Sales Team, without developing the software tools for that Sales Team to close more deals and succeed, resulting in an under-performing, disillusioned, demotivated Sales Team in complete disarray.

In essence, without Solution-Recognition, “putting the cart before the horse.” Your Management/Leadership habits become either an albatross or a catalyst for growth. The problem lies in Management/Leadership failure to (adapt and change) genuinely listen to the concerns, problems, situations the Sales Team is facing in the field. Genuinely listening to the Sales Team would engender coaching opportunities, and collaborative solutions for the true underlying problems.

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Enlightened Management/Leadership embraces Solution-Recognition. Remember, You are defined by what You do.

 

 

Example: Enlightened Leaders get out of the office more often. These “empathic outings” are purposeful field trips, a way to effectively connect with employees, customers, vendors, alliance partners, and others key to the success of your business. This also makes an enormous difference in gaining commitment to shifts in business and organizational behavior, and solving related issues. The purpose of these meetings is not just for gathering information, but more crucially to discover, uncover crucial patterns of what’s working and not working in your business, misalignments in your business and organizational vision/strategies.

Example: We use Solution-Recognition in our most productive client-projects:

  1. Business Turnaround Projects
  2. Business Growth Projects
  3. New Business Ventures ~ Entrepreneurial Start-Up Projects

The Message: Reject Solution-Recognition at your peril, and suffer the grapes of wrath. Vitalia Consulting (VC) is not a conventional management consulting firm, and we don’t intend to become one. Our client-consultant role is to inspire forward-thinking solutions and actions. Solution-Recognition is an essential tool for every successful business.

Partner with Us. Let’s start with a conversation. 

  • Marc Ortiz de Candia
  • Executive Partner ~ Provocateur
  • Vitalia Consulting | The Enlightened Leadership Leader

Tango Lessons ~ Building and Sustaining Relationships

No matter how great a visionary leader you may be, you will always need others to fully execute your vision, your dream. It’s a fundamental axiom of business and of life. It takes 2:2 Tango (at least two) and it is a beautiful, intricate, intimate, and powerful dance.dreamstime_m_145488591.jpg

Here are a few free Tango Lessons.

One of the reasons we work in multi-disciplinary teams at Vitalia Consulting is because there is power in numbers and in diverse expertise. No Vitalia consultant, coach, facilitator, advisor or analyst, client services associate is ever left alone to deliver the message, ask the hard questions, or answer the hard questions. The lone exception are Executive Coaching Sessions which are strictly one-on-one private sessions.

As we work with our clients to solve complex business and organizational problems, a team of diverse minds (working together) discovers, uncovers the best solutions.  Partner with Us!

The power of multi-disciplinary teams is proven, especially when working with executive leaders and groups of professionals because no individual (regardless of status, charisma, influence, aura, or personal presence) resonates with everyone.

While building and sustaining relationships is key to business success, few people are effective at doing both. Believe it. Look at your client-customer retention rate. Look at the rising divorce rate. Look at how relationships come and go faster than the changing of seasons. So, when you find a relationship builder who can also sustain relationships, hold onto them like a lifeboat against the current.

Yeah! Yeah! Yeah! Most of us know “It Takes Two To Tango” is a truism, but how often do we actually practice it? Is it part of your personal/professional skill-set, mind-set?

Face it: Those self-obsessed with expressing only their own ideas just aren’t very good at building and sustaining relationships, find it hard to listen, fail to observe, and never learn to Tango.

Partnering requires learning to Tango. Collaboration requires learning to Tango. Networking requires learning to Tango. And not just learning a few basic steps (see Tangerine Tango blog).  You must become a World-Class Tango Dancer to Master the Art of the Deal, to make all the right moves, to gain mutual agreement. See for Yourself: The Best Latin Tango

Every great composer needs great musicians. Every great musician needs great composers.

Mutual attraction, rapport, trust, respect, compatibility, and commitment are key elements of every lasting relationship. Remember this: No relationship can thrive or survive without mutual benefit and commitment. Once these relationship elements are lost, there is no relationship.

Vitalia Consulting builds and sustains cultures of mutual benefit and inclusion, driven by a desire to partner with others to get things done. You succeed by helping others become successful. Helping others helps you, too. Keep in mind, help is only a relationship away. 

Conversely, in cultures where “greed is good” (cultures that value the lone wolf, the lone shark, the lone genius) the act of working with others to get things done gets lost, projects stall, the brilliance of team ideas fades away.

We, Vitalia Consulting, believe that building and sustaining relationships should be a pre-requisite for all vital executive leaders, emerging leaders, and leadership development. True Relationships weather the storms. True Relationships can live forever.

Don’t forget the human touch, gestures, and movements. Give your relationships face time, real time. Be genuinely attentive, interested in people. Listen first. Listen, hear, and learn from their stories. Be open to being enlightened. Tell and show, don’t sell. Be authentic. Be yourself. No one likes a great pretender. Don’t be afraid of being human. Get lost once in awhile.

Want warmer relationships? Exude warmth. Be passionate about something. Meet off-site (whenever possible) at unique venues. Be compelling.

Embrace reciprocity. Give to receive. Relax. Now immerse yourself in the dance.

It really does take at least 2:2 Tango. Come on, let’s dance The Tango!It Takes 2 To Tango

Partner with Us! Let’s Get Started.

 

Marc Ortiz de Candia, Executive Partner ~ Provocateur

Vitalia Consulting | The Enlightened Leadership Leader

 

Que Sera Sera (Whatever will be will be)

Unlike the song “Que Sera Sera” the future is ours to see. Where there is a will, there is a way. By provoking the future, we can determine what will be.

Vitalia Consultants and Coaches have become “The New Provocateurs.” To be authentic and effective, we must be provocateurs. Why? Because most of our client-entrepreneurs went into business without a market-tested, battle-tested idea, product or service ~ with mind-blowing $ signs in their eyes, lost in wonderland without a clear and precise grasp of “how to manage the business of business.”

As an entrepreneur, a founder and owner of two successful businesses, I genuinely understand the dilemmas facing our clients. Being empathic doesn’t mean that client apathy or complacency is acceptable. Accepting the status-quo is unacceptable.

In reality, most of our entrepreneurial clients are ill-prepared for the business of business. VC The King has fallen from grace“Que Sera Sera” is the worst theme song (attitude) ever for entrepreneurs. Yet, most naive entrepreneurs sing it every business day + weekends and holidays!

What’s the difference between dreamers and doers? Doers are dreamers with a plan. Obviously, when you don’t know where you are or where you’re going, you probably won’t get there.

Cheshire Cat: There you are!

Alice: Oh, no, no. I was just wondering if you could help me find my way.

Cheshire Cat: Well, that depends on where you want to get to.

Alice: Oh, it really doesn’t matter, as long as…

Cheshire Cat: Then, it really doesn’t matter which way you go.

from Alice In Wonderland

Consulting from the inside out, our client-projects mainly tend to be:

Business Growth Projects ~ Companies with a measure of sustained success and profitability over time, searching for ways to grow the business, moving from a developmental stage to a high growth stage, wanting to get from here to there. This usually entails building organizational capability, expanding leadership capacity, identifying emerging leaders, re-imagining brand management (communications and value) revitalizing talent and financial management. These C-Suite Executives are typically seasoned yet open-minded, willing to learn, and enlightened leaders.

Business Turnaround Projects ~ Companies whereby the probability of business failure is extremely high (due to gross mis-management) unless the C-Suite Executive Team makes immediate, decisive, dramatic behavioral changes. These companies are in dire straits, heavily in debt, often in the intensive care coma unit.

(Well-Funded) New Venture Start-Up Projects ~ Companies in the embryonic stages of development, creating a business mission, building an organizational vision and related capabilities, refining business, talent, and financial management tools. Taking their dream to the marketpace, these C-Suite Dreamers are committed to fulfilling their dream by living it.

Vitalia Consulting provides diagnostic tools and prescriptions to help C-Suite Executives sharpen their focus, achieve their personal and business goals, and increase the profitability of their companies.

We often care more about the business of business than our clients do. Our clients need us because they don’t understand the business of business. They hire us because (by doing what we do) we can help them get whatever they truly want from the business. There are plenty of clients who are oblivious to how the harsh realities of their business impact their quality of life.

Example: ($250M Software Company CEO) “God takes care of our business plan. I don’t have time for such things. My devotion is to my business, 80-90 hours a week. There are cameras everywhere here so that I can watch every aspect of my business because people are either lazy or thieves or both. I have never seen my daughter’s piano recitals or my son’s basketball games or gone on vacations with my wife and family, and I don’t ever intend to.”

Example: ($60M Chain of Auto Body Shops Owner) “2010 Hailstorms.” Answering the question, “When was your best year in sales? So that we can replicate it and use it as a stepping stone to greater profitability.”

Example: ($150M Home Improvement and Remodeling Company President, just before declaring bankruptcy) “We don’t need an organizational vision or strategies. People in this business come and go. We don’t worry about it. We don’t call them human resources.”

Example: (Health Services Non-Profit CEO and COO) “Marketing, sales, business development, and account management are the same thing, the same function.”

Example: ($600M High Tech Company CEO + other C-Suite Executives) “We understand that we’re in the technology space. All of the executives here have multiple degrees in engineering, etc. We know everything there is to know about this business. We don’t have time to think about a tax plan or tax strategies to increase our profitability. That’s what we pay our CPA Accountancy to do. We’ll have the company valuated when we sell it, merge or are acquired.”

These quotes would be funny if not so tragically true, especially for small ($15M+) to middle market ($600M+) companies, and we’re not talking about “Mom and Pop” businesses. Ever notice how more than 50% of the Inc. 500 “Top 500 Companies” disappear from the list year to year? The following facts are profound:

  • 4 of 5 small to mid-size businesses are failing
  • 81% fail within the first 5 years
  • 94% of the remaining businesses fail within 10 years
  • 69% are operating without a real business plan
  • 84% with a real business plan don’t manage from it
  • 85% are operating without a succession plan
  • 89% don’t capitalize on tax planning using a board certified tax attorney/planner/strategist
  • 90% have no exit plan strategies
  • 96% don’t have their business valuated periodically (every two years)
  • Entrepreneurs within these stats have among the highest rates of divorce, suicide, depression, alcoholism, heart attacks, and ulcers
  • 70% of the entrepreneurs who somehow succeed end-up selling their companies for 60% below fair market value
  • 87% do not act as the CEO (or a C-Suite Executive) instead act as an employee whereby the business eventually owns them (mind, body, and soul)
  • Most entrepreneurs finance their own deals; borrow to fund debt; file for bankruptcy; and ultimately, lose everything.

Most of these entrepreneurs are candidates for “Business Turnaround Projects.”

 

~ Deuxieme Partie ~ (Part Two)

CNBC recently reported Business Owners Trying To Do It All: “The greatest mistake entrepreneurs make is to believe that they can do it all themselves. While entrepreneurs can do almost everything, they do almost everything poorly. Just like any other person, an entrepreneur has one or two natural talents. As an entrepreneur, it is your job to identify those talents and focus on them to the fullest. Surround yourself with people who are strong where you are weakest. Great companies are built on the foundation of exploiting a few strengths, not trying to be the masters of everything.”

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While CNBC correctly describes the single greatest challenge of every entrepreneur, CNBC didn’t go far enough in setting forth the solution. The pragmatic solution to fixing the problem of “trying to do it all” is to re-organize the business with the right organizational structure with clear lines of authority, delegation of duties, methods of accountability, and the systems needed for greater controls. Optimize organizational and business performance with the right people, the right processes, the right tools ~ on the right road to recovery.

Accept it or not: In reality, our clients need our organizational leadership consulting and coaching help, not just from anybody, because we’re not like everybody else ~ because we can’t be like everybody else, and do our work effectively. Our mission as provocateurs is to positively affect change in the lives of our clients, and client companies, while delivering a significant 2:1 return on their investment.

Partner With Us.

Developing “Enlightened Leadership” is key to our success. In turn, we can help our clients get their real wants. What our clients want is a clear understanding of how to run the business by the numbers (not for the sake of compelling, colorful graphs and charts) so that they can have freedom and peace of mind.

Alice: I simply must get through!

Doorknob: Sorry, you’re much too big. Simply impassable.

Alice: You mean impossible.

Doorknob: No, impassable.  Nothing’s impossible.

from Alice in Wonderland

We start with a “Business Insights Analysis®.” We show our clients the true business of business by looking inside the numbers, an in-depth look at the four components of every client-company:

  • Sales
  • Production
  • Financial Management
  • Talent Management (within the current Organizational Culture)

Often the Business Insights Analysis® findings become the catalyst for systemic changes, paving the way for revitalized vision, strategy, positioning, structure, financial management, policy, controls, process, reporting relationships, talent management, organizational culture, all requiring management and leadership behavioral changes.

To be provocateurs, we must be confident, bold, forthright, and assertive. Provoking is giving tough love, engaging the client with passionate (applied) intelligence. Our passion comes from knowing that no one says on their deathbed, “I wish that I had spent more time putting-out office fires.” Provoking is holding the client accountable. Provoking is never buying the client’s excuse for procrastination. Time is of the essence. Provoking is never putting the client at risk by accepting “let me think about it. Time waits for no one.

Freedom lies in being bold. ~Robert Frost

Enlightened Leaders understand that the future cannot be created by holding onto the past. Unlike the song “Que Sera Sera” the future is ours to see, the dreamstime_s_13519579future is there for our entrepreneurial clients to create. The client must have a passionate desire to fulfill their real wants ~ on the right road to recovery.

To be provocateurs is to have sincere love for our client’s business, having genuine empathy for their well-being. We are the guardians of Entrepreneurial Corporate America. We pitch nothing. We sell nothing. Our role is to to provide light in the darkness of despair. ♥

We deliver pragmatic and provocative solutions. We offer rays of light, hope for a brighter future by presenting entrepreneurs an opportunity to evoke change in their business and life.

At the least, we give every client we engage the option, the chance to change their course of direction, to never stop improving ~ to be successful in business and life.

Imagine us as personal physicians conducting a detailed, complete examination. Would you want us to intervene in the earliest stages of cancer? Would you want an accurate diagnosis/prognosis, or just hear what you want to hear, see what you want to see?

Let’s Get Started. Partner With Us!

Marc Ortiz de Candia, Executive Partner ~ Provocateur

Vitalia Consulting | The Enlightened Leadership Leader

 

 

 

 

 

When Knowledge (Alone) is Not Enough

One of the most salient things I have observed in meetings with countless C-Level Executives is the overwhelming pool of information they’re swimming in. The result is too much data driving them insane ~ which only yesterday was commonly referred to as “analysis-paralysis.” The results are in-decisions, in-actions and inertia, uncertainty about which move to make. So, nothing changes if nothing changes.

Our initial role (in Organizational Leadership Consulting and Coaching) is to help these C-Level Executives wade through the waves of data to find the right information, the right solutions. At this point, It’s important to note that there is no pitch, there is no presentation, no assumptions or conclusions. In the beginning, we are simply listeners and observers asking key questions, guiding our clients, mired in confusion, out of the abyss. We are facilitators of the process.

When is knowledge (alone) not enough? When is knowledge (alone) not power? You and I have seen zillions of sales professionals, managers, and executives go through cropped-AB-When-Knowledge-Alone-is-Not-Enough.jpgthe “sales training hotel factories” coming out with only a cheap binder and more information (plenty of getaway trip stories to tell) but no knowledge retention, process and skills application, or behavioral shifts that last beyond a few days, a few weeks at best. There’s a reason why “talk is cheap.”

Revolt against the archaic business culture of “just gimme the knowledge, just gimme the information/data!” There’s much more vital work to be done. Of course, this requires Enlightened Leadership with the desire and the resources to sustain high business growth. Nothing happens without Enlightened Leadership.

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To illustrate, one of our most recent projects (right in our wheelhouse) is focused on “Sales Performance Optimization.” We’re working with a dysfunctional sales group with mountains of information, tons of knowledge but without the right sales people, without the right sales process, and without the right sales tools. We fix dysfunctional organizations. Partner with Us.

Our approach to every client project is simple and effective. We began this project by meeting with the C-Level Executive Leadership Team, not just the Sales Group Management. We take a panoramic view and then zoom-in. We start by building Organizational Vision and Holistic Strategies because the