Hallway Studio

Don’t be afraid to have a vision

This is a slightly edited version of a message I sent to my team: Today a prospect told us his vision of digital transformation and asked what ours was. I don’t think that’s ever happened before and it threw us off. Luckily we’d talked about ideas on the train and I’ve spent a lot of […]

A simple equation to drive change in your organization

equation

Sales people have a saying PV + BV = CV It means personal value plus business value equals contract value. Contract value equals $$$$. This equation is as effective as driving change as it is at driving sales. Business Value  Acquiring customers, defending against competitors, reducing costs, growing revenue are examples of business value. When […]