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Latest Blog Posts

Friday, Aug 1, 2014 Jim Karrh
It can be exhilarating to be elevated to the role of “coach.” But that rush can give way to a crash—for the coach, learner, and organization—if the coach doesn’t know what he or she is doing. When it comes to customer conversations, I find that good coaches are few and far between. Several factors are at play: flat or reduced training budgets, leaner teams (in terms of headcount), and often...Read More
Thursday, Jul 10, 2014 Jim Karrh
Does your company’s culture enable a great customer conversation? “Culture” can seem like such a big, squishy concept that it’s (1) nearly impossible to define, (2) difficult to connect to daily behaviors, and (3) an imposed force which can’t be changed. My experience is that none of these are necessarily true. I like the pithy definition of culture from Alan Weiss: “that set of beliefs...Read More
Tuesday, May 6, 2014 Jim Karrh
The joke years ago was that the world had become so complicated we were destined for lives with blinking "12:00" on our VCRs. Does anyone believe our world is LESS complex, now that we’re beyond VCRs? The products and solutions of today are so complicated that they put tremendous pressure on both buyers and sellers. No buyer wants to be stuck with something that won't work--or won't work...Read More
Tuesday, Apr 29, 2014 Jim Karrh
(Note: I published this column in 2002 in Arkansas Business. Some incorrect assumptions are unfortunately durable. Just ask Leo.) Pardon me — do you have the time? If your watch is showing a time other than 10:10, then you're obviously not living in the world according to magazine and newspaper advertising. The vast majority of print ads for watches and clocks show the time as 10:10 or...Read More
Tuesday, Apr 22, 2014 Jim Karrh
  “The left hand doesn’t know what the right hand is doing.” "We just aren't on the same page." "It seems like everyone is just rolling their own." "Why can't we all sing from the same hymnal when we're out with customers?" If you hear these phrases around your organization--or even catch yourself saying them--then there is ample evidence of inconsistency in your customer...Read More