For leaders, the challenge lies in balancing today’s results with tomorrow’s potential. True excellence isn’t about quick fixes; it’s about embedding purpose, empowering people, and driving continuous growth to build a legacy that lasts.

Why Continuous Improvement Matters

At the heart of sustainable excellence is a mindset of continuous improvement, a key component of any sustainable growth formula. While this principle originated in quality management decades ago, it’s even more relevant in today’s dynamic business world. The organizations that stay agile and competitive are those that consistently refine processes, enhance products, and respond to feedback.

But here’s the real key: continuous improvement isn’t just about processes and tools—it’s about creating a culture where learning never stops. Imagine a workplace where innovation thrives, employees are encouraged to take calculated risks, and ideas are freely shared. When leaders cultivate this environment, they unleash internal solutions and constant innovation.

Toyota’s longstanding commitment to Kaizen, a philosophy meaning ‘change for the better,’ has been a core tenet in their rise as a global leader in operational excellence. Toyota encourages all employees to identify and implement improvements, and this mindset has helped Toyota set the standard for operational excellence. Their success is no accident; it’s the result of a workforce driven to adapt, learn, and improve every day.

Balancing Today’s Results with Tomorrow’s Ambitions

The pressure to deliver quarterly results can make it tempting to prioritize short-term profits above all else. However, organizations that solely concentrate on immediate gains often overlook the broader picture.

Research from McKinsey offers compelling evidence to support this. Their 2023 report revealed that companies investing in both financial performance and employee well-being see stronger, more sustainable results over time. Take Patagonia as an example. By integrating environmental responsibility and corporate culture into its core strategy, the company has achieved exceptional customer loyalty, financial success, and impressive resilience, even during economic downturns. For companies like Patagonia, achieving success today and ensuring success tomorrow are inextricably linked.

Long-term success doesn’t require compromising today’s ambitions, but it does call for a clear sustainable growth formula. It’s about thriving now while setting the stage for future achievements. Leaders who understand this duality draw a clear connection between short-term wins and long-term plans, ensuring every effort contributes to broader organizational objectives.

Embedding Purpose into Daily Operations

One of the most powerful ways to bridge short- and long-term success is by embedding purpose into daily operations. Purpose-driven companies stand out because they strive to create value not just for shareholders but also for employees, customers, and society, forming a cornerstone of their sustainable growth formula.

Unilever is a powerful example. By integrating ‘sustainable living’ into their operations, they reduced their environmental footprint by 65% in manufacturing emissions compared to 2008 levels and achieved 69% faster growth in their Sustainable Living Brands, which accounted for 75% of the company’s growth by 2018. This approach hasn’t just strengthened their competitive edge in the marketplace—it’s also made them a dream employer for purpose-driven talent.

Conscious capitalism offers another perspective. It’s a business model that places equal value on people, purpose, and profit. Companies that adopt this approach attract talent seeking meaning in their work and customers whose spending aligns with their values. It’s proof that doing good and doing well are not mutually exclusive.

Leading the Way to Sustainable Excellence

One thing I’ve learned from working with some of the world’s greatest brands over the last decade is that sustainable excellence is never an accident. It requires deep intentionality from leaders in shaping their organization’s culture. Here are three critical ways leaders can gain momentum and start driving sustainable excellence:

1. Articulate a Meaningful Vision

A meaningful and inspiring vision gives purpose to everyday efforts and highlights the deeper reason as to why a company exists. It shows that sustainable excellence isn’t just a trendy phrase or hollow promise but a genuine commitment to building long-term success with heart and intention. However, having a meaningful vision is one thing; effectively communicating it is another.

2. Champion Integrity and Resilience

The temptation to cut corners or constantly chase after the quick wins will always be there. Leaders must stand firm, setting ethical standards and holding their teams accountable. When doing the right thing all the time becomes a deep-rooted non-negotiable, organizations can move forward with confidence and purpose.

3. Make Long-Term Benefits Tangible

Employees are more likely to commit to a vision when they understand how their work directly contributes to it. Leaders must actively demonstrate how sustainable practices benefit the organization in the present while building a solid foundation for future success. That said, this is often easier said than done. The leaders I’ve seen excel in this area over the years share one common trait: an exceptionally clear vision, paired with a relentless focus on bringing it to life by connecting it to everyday moments.

Unleashing a Legacy of Impact

Sustainable excellence isn’t simply a final destination. It’s a mindset and a way of being. And it requires constant nurturing. By empowering teams, embedding purpose, and committing to a compelling vision of the future that goes beyond just profits alone, organizations can turn today’s wins into a legacy of purpose-driven impact.

The organizations that thrive will be those that prioritize principles over shortcuts, guided by a sustainable growth formula to achieve both immediate results and enduring success.

What steps will you take today to secure your organization’s future brilliance?

The post The Excellence Imperative: Sustainable Growth Formula appeared first on Matt Mayberry.

This article delves into the anatomy of a winning strategy, examining the key components of an effective approach. We discuss the significance of establishing crystal-clear objectives, conducting a thorough analysis, and identifying the most efficient ways to accelerate execution. We also discuss the importance of adaptability and flexibility when facing unforeseen obstacles. Finally, we provide valuable insights to help you craft a strategy that propels your business to greater heights, whether you’re a seasoned executive or just starting.

The Importance of Having a Winning Strategy

A strategy is a plan of action and roadmap designed to achieve specific objectives. In the business world, having a well-defined strategy is critical for continued growth and success. Without a strategy, businesses can waste valuable time, money, and resources on actions that do not produce measurable results that move the needle. An effective strategy provides an actionable roadmap for the business, outlining the critical steps required to achieve long-term growth. It keeps team members focused on significant goals and provides a framework for decision-making.

A winning strategy considers the strengths and weaknesses of the business as well as the opportunities and potential threats in the market. It specifies the target audience, the value proposition, and the key messaging that will appeal to employees and customers. A strategy establishes a prioritized budget and execution timeline to allocate resources effectively. A well-defined strategy, in general, is the foundation for exponential growth and success.

However, developing a winning strategy takes work. Leaders must be willing to do the hard work of driving alignment and allocating the necessary time. It requires a deep understanding of the market, the competition, and the customer. It also calls for an in-depth awareness that developing a strategy is only the first step. Strategy formulation is separate from strategy execution. Leaders must distinguish between activity and accomplishment.

Elements of a Winning Strategy

A winning strategy is built on several key components, each critical to its success; they all work together to form a cohesive plan. Let’s go over each component in greater detail.

Conducting Market Research

The first step in developing a winning strategy is to conduct extensive market research. This entails researching the market, the competition, and the customer. Market research helps leaders understand the current state of the market, emerging trends and patterns, and customer needs and desires. It is important to note that knowing the current state of the market is not equivalent to knowing where the market is headed.

Leaders can conduct market research in numerous ways. They can conduct customer and supplier surveys, analyze industry reports, and gather data from social media and other online sources. Market research aims to collect as much information as possible about the market and the customer. This data informs the rest of the strategy.

Defining Your Pockets of Growth

Once you’ve conducted market research, the next step is to define potential pockets of growth to gain market share. These pockets are the key drivers that promote growth in other areas; defining them is critical because it establishes the foundation for where to focus and where you believe you have the best chance of capturing share.

Several factors must be considered when defining your growth pockets:

• Is there a specific customer or customer segment?
• What are their demographics?
• What are their pain points and challenges?
• Where are these pockets of growth located?
• Is it breaking into a completely new market or expanding and going all-in on your core business?

The deeper you delve into potential pockets of growth and explore different options, the more precise you will become at defining where those areas are and how to win.

Setting Crystal-Clear Goals

Setting crystal-clear objectives is the next step in creating a winning strategy. Setting crystal-clear goals helps everyone stay focused on the essential targets and ensures a compelling vision of what everyone is working towards.

Two of the most common mistakes that paralyze strategies are:

1. Not being specific about the goals. Vague goals yield vague results; it’s essential to be crystal clear on the desired outcome.
2. Setting too many objectives. The more objectives there are, the more likely it is that team members will be uncertain about what’s significant and what’s not.

The OKR system is a powerful framework for goal-setting used by Google and many other successful companies.

Creating a SWOT Analysis

A SWOT analysis is a strategic planning tool that identifies a company’s strengths, weaknesses, opportunities, and threats. A SWOT analysis is essential for developing a successful strategy because it identifies possible barriers and obstacles. A SWOT analysis requires a business to consider several factors, including:

• What strengths do they possess?
• In what ways do they fall short?
• What opportunities exist in the marketplace?
• What threats do their competition and external factors pose?

By conducting a SWOT analysis, companies can develop a strategy that capitalizes on their strengths, addresses weaknesses, seizes opportunities, and mitigates threats.

Choosing the Right Channels

Choosing the appropriate channels is crucial for executing a winning strategy. The channels businesses select will depend on the growth opportunities identified and the objectives established. Incorporating the SWOT analysis also plays a role. Choosing the right channels hinges on determining where you can move with urgency, execute in the market, and differentiate yourself from the competition.

To select the optimal channels, leaders must consider many factors. Which channels can they disrupt and differentiate themselves within? Multiple channels or just one? How much capital is allocated to each channel? Businesses can ensure that their go-to-market plan is aligned with their core strategy and drives tangible results by choosing the right channels for their needs.

Creating a Timeline and Budget

Creating a timeline and budget is critical for carrying out a winning strategy. A comprehensive timeline keeps everyone on track and ensures that deadlines are met. A budget is necessary because it accurately allocates funds to drive execution while conveying that the strategy is a top priority rather than just lip service.

Leaders should keep a few things in mind when creating a timetable and budget. What are the most important milestones and deadlines? How much time and resources will each milestone necessitate? What is the overall budget for the strategy? Businesses can keep their strategy on track and produce the desired results by developing a timetable and a sound financial plan.

Developing a Winning Strategy Communication Roadmap

The failure to develop a communication roadmap outlining how the winning strategy will be disseminated and cascaded throughout a company is a frequent mistake. A roadmap is necessary for executing and generating enthusiasm for your strategy, ensuring that a document will not be created and abandoned. Leaders must consider several factors when creating a communication roadmap, such as:

• What kind of content will appeal to the target audience?
• What channels must be used to distribute the content?
• What is the messaging and tone of the content?
• What is the timetable for creating and distributing content?

By developing a strategic communication plan, leaders can create internal content and messaging that engages their employees and drives greater commitment. A core component of a winning strategy focuses on capturing internal commitment in addition to external execution in the marketplace.

Measuring and Evaluating Success

Measuring and assessing success is critical for determining a strategy’s effectiveness. It assists leaders and all people managers in identifying areas for improvement and making necessary changes. For measuring and evaluating success, it is essential to be obsessive about data, metrics, and analytics. Yes, the cliche is true in this case. What is scheduled and managed gets done.

To measure and evaluate success, businesses must take many factors into account. What metrics will be used to evaluate the success of each initiative? How frequently will these metrics be monitored? What technologies and tools will be utilized to track these metrics?

A good scorecard of critical metrics and a widely distributed accountability chart are two of my favorite tools that consistently produce results. It is optimal to have one for each leader and division.

Making Necessary Adjustments

Adaptability and the ability to adjust on the fly are essential for navigating unexpected obstacles and rapidly shifting market conditions. There is no perfect strategy, and there is always room for improvement. When things don’t go as planned, making the necessary adjustments requires adaptability, flexibility, and a willingness to change course. The primary goals do not need to change, but the course of action may.

A weekly executive leadership meeting to discuss which aspects of the strategy aren’t working can be extremely beneficial. What improvements can be made to the strategy? How will these modifications be implemented? By constantly analyzing the effectiveness of their current results, leadership teams can ensure that their strategy remains relevant and effective.

Final Thoughts on Developing a Winning Strategy

Finally, developing a winning strategy requires a deep understanding of the market, the competition, and the customer. Leaders must think long and hard about where they are, where they’re going, and how they’ll get there. Remember, while developing a winning strategy is critical, it’s only the first step. Because when the name of the game is getting results – winning is all about execution.

The post Winning Strategy: The Anatomy of One appeared first on Matt Mayberry.

You may initially label these people as “lucky” and wish that you too could attain their level of success, but it’s not just their success where you should be looking . . .

Instead, what all highly successful entrepreneurs, business leaders, athletes and all others at the top of their game possesses is an unwavering desire to be the best, master their craft, relentlessly fight until they get to where they want to go and never stop learning and getting better.

I recently had the great fortune to sit down with one of these individuals, Carmen Rossi. Rossi is an attorney and extraordinarily successful restaurant entrepreneur who’s relatively young, at age 32. He is the founder of the Chicago-based company, 8 Hospitality Group, a restaurant, hospitality-development and management company that has 900-plus employees. It specializes in food and beverage marketing, branding, promotions, public relations and operations.

8 Hospitality Group, Rossi told me, sees food and beverage as a lifestyle that is maintained through valuable experiences and mutually beneficial relationships with the community.

I spoke with him further about how he was able to achieve entrepreneurial success at such a rapid rate. An attorney by trade, he built one of the most dominant hospitality companies in Chicago — one that continues to expand and reach new heights. Here are four key things that Rossi attributed his success to, attributes that I think could greatly benefit others on the entrepreneurial and professional paths.

1. Move past the fear.

In my work as a keynote speaker and consultant working with some of the biggest brands in the world, I have concluded that one of the biggest reasons why so many organizations and individuals stay stagnant and never experience major breakthroughs is fear. When Rossi earned his law degree from Northern Illinois University and later discovered that he wanted to take a chance in the hospitality market, with no background in hospitality management or culinary arts, he was initially consumed with fear.

“The biggest thing for me in that moment was that I had to move past the fear. I was absolutely terrified, but I was willing to bet on myself, and it ended up being one of the best decisions I ever made,” Rossi told me.

One of the biggest pieces of advice that I ever received which has positively shaped my life is to “Feel the fear and do it anyway.” Fear is a common emotion, but the best of the best fully understand that once they feel the fear, they don’t let it paralyze them from taking action and going after what they want.

What are you fearful of right now? Write down that fear and then take the time to put in your calendar what your next course of decisive action is going to be. As Rossi put it, “You can’t build anything of great value and achieve lasting success if you let fear be the driver of your life.”

2. Be “pro” community and government.

When I asked Rossi what he saw as separating him from everyone else, he mentioned his philosophy of being pro-community and government. “The hospitality industry is a great way to engage the community and make a positive difference in the local government,” Rossi said to me.

The takeaway here, he said, is how he decides on new concepts, how he’s always thinking about how he can actively engage the community and positively influence civic and social issues within that community. “You see a lot of entrepreneurs and businesses trying to find ways to shortchange the government,” he said, “but I have found that the more I can get involved and make a difference in the local government is where the real change and success lies.”

How has this philosophy paid off for Rossi? Chicago Mayor Rahm Emmanuel appointed him as commissioner on landmarks while Illinois Governor Bruce Rauner selected him for a member of the Illinois Economic Development board. Even if you yourself have no desire to get involved in politics in any capacity, making a positive difference in your local community and being “pro-government” can catapult you to business success just like as it has for Rossi.

3. Be a “craftsman.”

The one specific mindset that has been a huge driving force in my success, first as a professional athlete, and now as an entrepreneur, is the mindset of a craftsman. By that, I mean becoming a lifelong learner of your craft, committing to never stop growing and relentlessly searching for ways to maximize your potential and get better at what it is you do.

Rossi said, “When I travel and go to other cities, I am constantly looking for ways to adopt new concepts and refine my approach and what my next move will be.” He continued, “I guess you can call it ‘obsessiveness,’ to a degree, but I think that all entrepreneurs need to have a healthy amount of obsession if they truly want to succeed in the long haul.”

One of the best decisions you can make that will take your performance and professional success to the next level is to commit to a never-ending development of yourself and your craft.

4. Don’t let crisis define you.

“I think a huge determining factor in whether someone has the guts to be a successful entrepreneur and win in business is to never give up the fight and break stride after you repeatedly get hit in the face and knocked down,” Rossi said to me.

Besides fear, I think that the inability to move past failure and keep standing when the going gets tough is what holds many back from living their absolute best life and tapping into their full potential.

It’s important to note that I am not talking just about adversity in business, but about life in general. Life will always throw you curveballs and unexpectedly take your breath away at times, but the one thing you control is how you respond. “I have had a great deal of struggles and adversity throughout my career, but one of the hardest things that I ever had to do was continue to move forward when I lost my mother unexpectedly. It crushed my entire world, but I knew that I couldn’t let this crisis define me or get in the way of my grand vision,” Rossi said.

Already, they’ve helped shape Carmen Rossi into the successful entrepreneur he is today, allowing him to build a thriving organization that is taking over the Chicago hospitality market.

Originally Posted on Entrepreneur.com

The post How This Entrepreneur Built a Thriving Hospitality Company appeared first on Matt Mayberry.

This person could have been your spouse, mother, father, sibling, grandparents or a best friend.

Then, after you got done explaining your situation or whatever was on your mind, chances are, this person chimed in with his or her take on that situation.

And, even if you didn’t necessarily agree 100 percent, you felt better than you had before. That’s because of the incredible power you gain having a panel of trusted critics in your life. These are the people that can be completely honest with you while having your best interests at heart — people whom you fully trust.

How the “panel” idea materialized.

I learned the tremendous power of having a panel of trusted critics one afternoon after delivering a keynote presentation to a group of 700 sales professionals. One thing I absolutely love about traveling all over the world and speaking to groups from different industries is the time I get to spend with leaders and high achievers before and after I take the stage.

I love to hear their stories and what makes them tick. But that one afternoon was different. And I say “different” because I wasn’t expecting to hear a method that totally revolutionized how I view the opinions of those I trust.

In fact, the managing director of a medical device company began to explain that a major thing that had helped him get to where he is today was his panel of trusted critics. He went on to say, “You know what, Matt? When you were speaking about the impact that having mentors and studying the lives of other great men and women had had on your life, I was reminded of my own little practice involving others that has, without a doubt, been the main reason why I am in the position I am, earn the amount of money I do and have the family life I have.

“I have a panel of selected critics I go to whenever I need a second voice, opinion or advice on something. But the one area that they help me the most with are those times of uncertainty and adversity. I can always count on them to tell me what I need to hear in that exact moment.”

What he said to me really hit home. I started to look back at some of the darkest times of my life, some of the biggest failures of my life, and to notice a pattern. I sought counsel from outside resources. Whether it was someone that I loved more than this world, such as God and my parents, or a good friend whom I knew I could count on: Their advice and opinions always seemed to bring me comfort even in the most uncertain times of my life.

Make your own list.

That night, after the event, on the plane back to Chicago, I took out a sheet of paper and put together a list of five trusted critics. Fast-forward to the present, and I can see how this special group of trusted critics have played an enormous role in my life, and ultimately helped me get to where I am today. Sometimes, we need someone else to chime in and tell us how it is, especially during the troubling times.

I encourage you to take some time right now to take out a sheet of paper and write down at least five people who could serve as a trusted critic in your life. Think of them as your own special advisory board. These people will always tell you what you need to hear instead of what you want to hear. They will consistently challenge you to be better, and you can always count on them when you need an honest voice or opinion.

It doesn’t matter if each of these people is a family member, colleague or spouse. All that matters is that you fully trust them and that they have your best interest at heart. Ideally, you want to enlist someone who is further ahead in life than you, someone who can basically serve as a mentor.

Here are two key benefits that you will experience when you take the time to form your own panel of trusted critics.

You’ll get out of your comfort zone more often.

One of the biggest benefits of having a panel of trusted critics in your life is that you will step out of your comfort zone more often. There have been plenty of times in my life where I wanted to seek comfort instead of growth, but the people that I had in my inner circle were there to help keep me on track.

They were able to help me get out of my own way and see things for what they really were. Constantly getting out of your comfort zone is absolutely imperative if you want to achieve greatness; and when you have the right people in your life that you can count on, they will help you do just that.

You’ll become more successful.

Having the right men and women on your panel of trusted critics will drastically help you become more successful. You will be motivated to get big things done instead of just going through the motions. You’ll learn from adversity instead of running away from it, and be forced to face reality instead of living in the land of make believe.

I am naturally very motivated; I have always been that way for the most part. However, motivation can only get you so far. The number of lessons that I have learned, the wisdom that I have gained and the breakthroughs I have experienced from having the right people by my side are endless in number.

So, will having a panel of trusted critics and special mentors in your life automatically make you a major success? Of course not. But what it will do is serve as a catalyst for massive growth and help you become the best version of yourself.

Originally Posted on Entrepreneur.com

The post The Power of Having Trusted Critics in Your Life appeared first on Matt Mayberry.

We talked about a lot of different topics, but the one thing I was extremely fired up to share with all of you was our discussion about how professional sales is changing. Forrester predicts that one million B2B sales jobs will disappear by 2020.

Being a former professional athlete, I’ve found that one of the main reasons why the category of sales was always so intriguing to me was its competitive nature.

The professional world of selling is more competitive than ever and it’s only going to become more so. Estis had this to say about the evolving world of sales: “The first ones to go will be the salespeople who can’t differentiate themselves — who can’t make themselves part of the value proposition.”

He continued, “In 2020, the most successful salespeople will be the teachers. The ones who can help clients think differently about the future of their business.”

Succeeding in sales in 2020 is going to require a whole new level of skill set, discipline and preparation.

Here are Ryan Estis’ five ways to succeed in sales in 2020.

1. Prepare like a champion.

In order to be great in anything you absolutely must do your homework. It’s amazing that so many salespeople still to this day don’t prepare and do their homework. Estis said, “I get four or five cold sales emails a day. Rarely does the seller take the time to properly research my company.

“If a seller researched me, determined I was a good fit for their solution or service and reached out in a way that focused on me and my business challenges, you’d better believe I’d pause before hitting ‘Delete.'”

2. Look for customization and personalization.

You are missing out on an incredible opportunity if you choose not to personalize and customize for every client of yours. On the topic of the importance of customization and personalization, Estis said: “Do you believe deeply that you can help the customer? Prove it. Get specific.

“Tell prospects why they should care, and show up prepared for impact. Your ability to customize for every client is imperative. It’s what the customer expects today.”

3. Focus on being a teacher.

The best salespeople fully understand that teaching sells. “Teaching is a gateway into a credible relationship built on trust. Look for every opportunity to contribute value and provide expert guidance up front.” Estis said.

4. Better is what actually is better.

Automation makes it easy to blast out an email to 20,000 people on a list. Somebody’s got to respond, right? Wrong. As Estis said, “I cannot think of a faster way to take a relationship from neutral to negative than to consistently assault someone’s inbox with irrelevant information.

“Instead, slow down and make every interaction count. Every touchpoint with a potential customer is a chance to add value and advance the relationship.”

5. Always look to build a meaningful connection.

When you think of sales as a human connection rather than just another transaction, you are well on your way to differentiating yourself from the competition. Said Estis: “Sales isn’t just about the science. There’s a craft to professional selling. Look for ways to build a meaningful connection. That might mean closing the laptop and finding a way to talk to your clients and prospects, on the phone or in person.

“Can you differentiate and win on human connection? The best way I know how is to deliver a little bit more than the customer expects every single time. Be remarkable, consistently.”

Originally Posted on Entrepreneur.com

The post 5 Ways to Succeed in the Changing World of Sales appeared first on Matt Mayberry.

The one thing that I have learned over the years having the great fortune of sitting down with executives from major organizations as well as successful startup founders is that there is a learning opportunity within their success for all of us to benefit from regardless of what industry one is in.

Recently, I had the great opportunity to sit down with the founders and Managing Directors Dick King and Mark Timmerman, along with Vice President David Modiano of City Capital Advisors (“City Capital”) based in Chicago, IL.  City Capital is a uniquely positioned investment bank whose sole mission is to provide senior level expert advice and execution services to leading middle market companies and their owners.

In its relatively short 10 year history since Dick and Mark left 20 year careers at William Blair & Company, City Capital has successfully completed over 50 transactions aggregating over $4.0 billion in value. They advise owners and management of private and publicly held middle market companies, typically valued between $25 million and $500 million with merger and acquisition advisory, capital formation for executing leveraged buyouts and ownership recapitalizations, as well as executing corporate financial restructurings.

City Capital’s biggest and most notable merger assignment to date concluded just two weeks ago when they advised Indiana’s family-owned Jayco Corporation in a successful merger with publicly-traded Thor Industries Inc. for $576 million.

When sitting down with Dick, Mark, and David, we discussed how City Capital went from a small two-man show to becoming a leading deal broker and investment banking firm in the middle market space. Here are three things that City Capital credits to their success as well as help you to implement into your own business.

1. Find your niche market and grow there.

Whatever industry you are in, it’s absolutely vital that you find your niche market and then develop a laser like focus to direct all of your time and energy in servicing that space. When Dick and Mark started City Capital, they admit that they didn’t have a concise business plan, but the one thing that they did know was their niche market of middle-market companies and how they were going to bring extreme value there. You may be tempted to explore different, more potentially lucrative markets such as larger companies in City Capital’s case, but don’t give in. The leading companies that are dominating their markets make it a major priority to find their niche and then operate solely within the confines of that space.

2. Relationships matter most.

Co-founder and Managing Director, Dick King said, “We knew from the beginning that the one way we were going to differentiate ourselves was to build thriving business referral relationships. Everything in our business revolves around people and relationships, and that is one key area that we take very serious.” I personally talk a lot about the importance of relationships, and when analyzing and digging beneath the surface to see what truly makes City Capital stand out from the rest of the competition, it’s clear to see the strength of their professional relationships is at the top of the list.

One of the best things that you can do right now whether you are a startup or an established company is to place an enormous value on your relationships and always striving to give more than you take. This type of mentality will always serve your future success more than you can ever begin to imagine.

3. Create a culture where everyone feels important.

Culture is and will forever always be a critical component in determining the health and success of any organization. The best organizations all the way from Fortune 500 companies down to small family-owned businesses with five employees create a culture where everyone feels important and wants to do everything possible to carry out the organization’s overall mission. When discussing culture, Mark Timmerman said, “We wanted to create a culture where not only everyone feels important, but is also part of a tangible contributing factor to the future of our success.” One of the ways that City Capital has created this culture is to not appoint a CEO. Even though Dick King and Mark Timmerman founded City Capital, they pride themselves in having developed a culture where other senior team members don’t view them as bosses.

As a leader, it’s your job to instill and demand a culture that makes everyone feel accountable mainly to themselves and of course to their customers. By creating a collaborative atmosphere and attracting highly-productive and talented senior investment bankers, it’s truly amazing what can happen. City Capital is another example of just how important culture truly is, regardless of how big an organization is.

Originally Posted on Entrepreneur.com

The post 3 Ways to Catapult Your Business Success appeared first on Matt Mayberry.

Now, having established a career as a business-performance strategist and motivational speaker, it’s amazing how much of what I learned in football applies to business. I wish more athletes, particularly those nearing the end of their careers, were able to see that what helped get them to the top as an athlete can also play to their advantage in business.

Here are three things I learned in the NFL about being successful in business.

1. You must win from the neck up before you win anywhere else.

I tell people all the time: the only way I was ever able to at least give myself a chance to play in the NFL was to work on developing my mind. The best athletes in the world will tell you just how important it is to have vision and focus. The same goes for business. Whether you’re an entrepreneur, business owner, executive, or employee, for you to win, you must first win in your mind.

Motivational books can help interrupt the negative inner dialogue that often shrinks your vision; some of my favorites are As A Man Thinketh by James Allen and The Power of Positive Thinking by Norman Vincent Peale. I also find it helpful to read the autobiographies of people who have achieved a great amount of success in the world. It’s important to engage in conversations that build you up instead of tear you down. It’s important to go to work on your mind every day of your life. And when you do, you will begin to experience a whole new level of happiness and success that will prime you for a bigger future than you ever imagined.

2. Preparation breeds champions.

Every single football coach I’ve had since the age of 6 has rightly preached the importance of preparation.Preparation breeds champions. The football teams with the best cultures and Super Bowl records prepare like no one else. That same trait carries over to the most accomplished leaders.

In my short time with the Chicago Bears, I saw the value of preparation in probable Hall of Famer Brian Urlacher, who consistently put in the time and effort to perfect his craft. Look at Steve Jobs, Elon Musk, and other business legends; they prepared and worked to master their craft. Make it a priority to make sure that your preparation is second to none.

3. You can’t become great by yourself.

In order to be great in athletics or in business, it’s imperative you build a world-class team around you and seek out the best talent to carry out your vision.You may be able to reach a certain level of achievement by yourself, but it’s impossible to be great alone.

When I first started writing and speaking, the first thing that I did was assemble a world-class team of mentors and friends to provide me with the knowledge and skills to help me along the way. Take a long and hard look at the team that you have around you. Are they supporting your vision and helping you to grow and get better? If not, start now. It means everything.

Originally Posted on Fortune.com

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But I’m here to tell you to stop. Stop the comparisons. They’re doing nothing to your competition. Much like disliking a person that doesn’t know you exist, it only hurts you.

Emotional energy is what makes us great. It is the blood, sweat and tears that we experience when pursuing our deepest passions and dreams. The smile that comes when you get the sale or the tarnished ego that ensues when you don’t. It’s the yearning desire to want more and to keep pushing.

It can also be very draining and damaging if you don’t focus on the necessity of positive emotional energy. Do not sabotage yourself by draining your emotional energy on what everyone else is doing better than you. Your craft needs that emotional energy much more than your competition. Your craft needs your passion, your fire and your creative genius to push forward. Your competition is draining you of your competitive edge, and they’re not losing sleep over it — you are.

Yes, it’s important to know your market well and the others competing in your space, but keep it there. Have a concrete knowledge, but don’t worry about their quarterly sales, their new endorsements, how big their holiday party was, what media slots they are securing or what new clients they’ve gotten. The reality is that there is enough business out there for everyone. If you don’t believe so, ask yourself — how you are going to solicit a larger consumer base?

They are out there. This is where your energies need to be spent. This is where focusing on your craft comes in. Focus on the value that you, your product or your service brings to the industry. Spend time listening to what your loyal customers and clients are saying so that you can consistently perfect what you do. Focus on innovative marketing strategies, closing sales, satisfaction guarantees and new business outreach.

Most importantly, undergo the positive mind shift that is needed to protect your emotional energies. An attitude of gratitude is a foundation to win. Seeing the glass half full is half the battle. Think about what you do have and what you do exceptionally well. Focus on the consumers that already love what you do, and show them how much you appreciate them.

One thing I decided to do in the professional speaking world is that I reached out to everyone else in my industry that does what I do. Both new comers and heavy hitters. It definitely takes some guts to do. It’s very humbling, but it’s worthwhile. I introduced myself, congratulated them on their success and asked for a phone call at their convenience.

A few actually went on to become mentors to me. I strongly advise others to do the same. It is worth the time to reach out to people who have been there. You would be shocked at how many people will extend a hand to you. Your competition is curious about you as well.

Think about my alternative option. I could have spent the same, if not more, amount of energy on looking at everyone in my industry and assessing how I can beat them, surpass them or solicit their business. This idea would not have allowed me the important guidance and advice I received along the way. It also makes you a bigger target to take out. In business, you must strive to build bridges to success — not barriers to opportunity.

Because of this outreach, I’ve been invited to events to hear my mentors speak where I could learn valuable insights to incorporate into my own business. I have also had speakers who were unavailable to give a certain keynote due to prior bookings, refer me as the person to take their spot.

It doesn’t matter what industry you occupy — focus on what you do well. There is enough business to be had by all. Focus on forming allies and perfecting your craft rather than overthrowing your competition. Your craft needs your energy much more than your competition.

Originally Posted on Entrepreneur.com

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So again I ask, what truly separates you from everyone else in your industry? If you cannot answer this question without hesitation or conviction, chances are, you will eventually be in trouble. It is time you stop what you’re doing and begin distinguishing this: In an ever-changing, option-saturated market full of steep competition, people need to know — why you?

You must not only identify your “Only We…” clause, but you must begin to lead with it. The “Only We…” clause is the thing, the item, the promise that only you, only your company, only your services, only your products provide.

One of my favorite “Only We” companies is Southwest Airlines. They have made it boldly apparent by splashing their “Only We” message across the front page of their website, “Bags Fly Free.” They are the only major airline that does not charge an additional fee to check your luggage. They use their “Only We” concept to differentiate them from other major airlines. It has created many lifelong customers, including myself.

Something I do for all the keynotes I give is I offer a risk-reversal guarantee. Meaning, if for some reason a client was not 100 percent satisfied with the keynote they received, my speaking fee is fully refunded to them. This does a few different things. It gives the client the assurance that I will add tremendous value, and the keynote will be a knockout success without taking a financial risk. It also gives me a never-ending incentive to be a master of my craft and provide value, every single time. It’s important to set a standard that you have to constantly live up to.

It’s easy to get comfortable, stop preparing and rely solely on your talents to get you through, but your customers and your clients deserve the very best. If you aren’t doing it, someone else will gladly come along and sweep up the business you couldn’t finish.

You should be able to lead your business with the answer to the question, “What makes you different? Your consumers must know what separates you. They are paying for your promise as much as they are paying for your product or service.

Remember, in an ever-changing world of endless options, fierce competition and undecided consumers, it is important to differentiate who you are by offering something that they can get only from you.

The “Only We” clause is a necessity to your business success, because we live in a world of endless options. Whether you want to buy a new car or a new computer, try a new salon, a new gym or a new service, the reality is that people suffer from too many options. There are millions of options to choose from. If people can’t find what they want in a storefront, they can find it online for cheaper.

Sites like Amazon will even have it delivered to your doorstep by the end of the day if you join their subscription service. Competition is fierce for businesses trying to survive. Today’s consumers can become quickly overwhelmed with options. Consumers, however, love options — when they can distinguish between them.

This is why your “Only We…” clause needs to be easily identified. If people don’t know immediately what separates you, they will go for the product or service that offers what they perceive as the most value. That could be the vehicle with the 10-year warranty, the hotel room with the lowest price guarantee, a service with a money-back guarantee or an airline ticket with free cancelation. It is because of assurance that allows the consumer to risk the sale with you in the first place. It is completely worth the time and risk-reversal hassle to establish this for yourself.

People are often willing to look beyond the most economical option if they know that the difference is worth the added value. Sometimes, all a consumer needs is the assurance. I’m certain you’ve purchased something with the above attached clause, and even if you never used the assurance guarantee, there was a sense of security by knowing that just in case, you are covered.

Sometimes, you have to face your own product or services as a consumer. How do you know which one to choose when you’re faced with so many options? What resonates with you? What assurance do you need before making a purchase? And more importantly, why should someone choose you? If you don’t know, they won’t either — and they will opt for the one who does.

Companies that know their “Only We,” lead their sale with a promise. If anything goes wrong, they will replace it. If you are unsatisfied, they will give you your money back. People love options, when they can differentiate between them. There is trust, there is no risk — there is, however, a guarantee of satisfaction. People want to know what they are going to get, every singe time. Consistency is key. Knowing that they can get the same experience, the same product every single time and or have the situation rectified is what creates a lifelong customer.

How many places have you went one time to and never returned? When there are other options, you will utilize them. For this reason, first impressions are everything. Knowing that customers have options, it’s important to exceed expectations. You can differentiate yourself with your “Only We” clause, but then it’s extremely important to lead with it in almost everything that you do.

Originally Posted on Entrepreneur.com

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Parents spend a significant time trying to sell their children on to make their bed, do the chores and study for the upcoming test. A startup entrepreneur spends a significant time trying to sell their idea and newly founded organization to investors and other key players that can help them to advance the process of growth.

A CEO or leader of a big organization is constantly spending a significant time trying to sell the company’s vision to employees. An employee who works for a company is spending a significant amount of time trying to sell their skill set so they can land a promotion and move up the corporate ladder.

Sales is the oxygen to your business growth and success. Without it, there will eventually be no business. It’s impossible to grow anything without sales.

Here are three ways to become a more polished salesperson.

1. Always lead with questions.

Some of the best communicators that I have ever come across would always lead with questions. I have written a lot about the importance of questions, and it also certainly applies to becoming a better communicator and salesperson as well.

In your next sales meeting or interaction with someone, try to lead the conversation with great questions. Do your research and come prepared with great questions ready to be asked.

When you ask good questions, you are doing two things that will help you in the long run. Number one, you display a sense of humility that will always serve you in a positive way. Number two, you will start to receive key answers that you would normally not have been able to find out. There is nothing more powerful on both sides when great questions are asked. Lead with questions during every interaction from here on out.

2. Change your perception about sales. 

I can’t tell you how many people I have encountered that had nothing good to say about sales. They couldn’t understand why anyone would want to do such a thing, or that being in sales meant that you couldn’t find a job anywhere else.

To succeed in sales, you must first change your perception about sales. Instead of looking at it as a negative, start viewing it in a totally different light. Sales is all about serving and helping others get to where they want to go. In sales, you only succeed when you help others succeed.

It’s quite difficult to succeed in sales and successfully sell your product or service if you keep telling yourself how much you hate sales and never try to change your negative perception of what sales really stands for.

3. Be obsessed about being a master at solving problems.

This one can be a total game-changer. Become obsessed about solving problems and providing real value in the marketplace that makes you different and unique from everyone else. The most successful salespeople don’t look at it as a sale, they look at it as an opportunity to solve a problem. They are completely obsessed about becoming a master at solving problems.

Look for ways to double the value you are bringing forth into the marketplace and to your prospects, and then direct all of your time and energy towards solving real problems. When you start to solve problems and become known by being a problem solver before someone labels you a salesperson, your business and life will transform.

Becoming a more polished salesperson and working on your communication skills will help you a whole lot more than just succeeding in business. Even though you may not have the title of a salesperson, we are all in sales to an extent.

Originally Posted on Entrepreneur.com

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