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Tag Archives: Growth
The 5 Fundamentals of an Innovative Company
The world and the customer are changing rapidly. To keep up with these changes and to truly differentiate themselves in the marketplace, companies need to innovate. Yet, too many companies still rely on small updates, upgrades, or makeovers of their … Continue reading
World Class Selling
The book, World Class Selling, by Roy Chitwood (founder of the Track Selling sales process) is an effective and insightful sales book. It is well worth reading for both new and experienced salespeople alike. Below I have summarized the key … Continue reading
Sales Fun Facts
This month, I thought to share some sales “fun facts” to get us all thinking of what we can do better to drive sales growth and success and move our companies forward. Having the right people on your sales … Continue reading
What Does a Buyer Want?
I recently interviewed a professional buyer at a customer company who was looking to move into a sales role for our company. I asked how she would use her current experience as a buyer to be a better salesperson. Her … Continue reading
Prepare Questions…Not Presentations
The sales meeting begins. The salesperson starts talking through a PowerPoint presentation slide deck (which took him several hours to complete) telling the customer how great the salesperson’s company and products are. 30 minutes later the presentation is complete. And … Continue reading
Mistakes Will Be Made
Four fundamentals to executing and getting things done are: Keep it simple Focus on the important Empower the team to make decisions at the lowest level possible Speed In practice, we often ignore these straightforward guidelines due to one over-riding … Continue reading
Go Where the Growth Is
In today’s low growth world, B2B companies need to be looking for those market segments and niches that are growing faster than the overall economy. ‘Going where the growth is’ offers our companies the promise of increasing sales to growing … Continue reading
Foster Fresh Perspectives
As leaders, we can often get stuck in ruts, talking to the same people every day and thinking the same way as everyone else. To breakthrough and come up with new and innovative ideas and approaches to problems and issues, … Continue reading
Five Questions to Ensure a Successful Sales Call
In his book, Spin Selling, Neil Rackham defines the four outcomes of any sales call: Win – the customer makes a firm commitment to buy Advance – the sales process moves forward towards a decision Continuation – the sales process … Continue reading
Do We Spend Enough Time Selling? – The Cost of Chaos
We have and need salespeople in order to sell, that is, in order to move deals forward. But, how much time do our salespeople really spend selling each week? Rick McPartlin, the CEO of The Revenue Game (and someone with … Continue reading
Sales and Marketing in a Time and Attention Starved World
In today’s over-saturated world of twenty four hour media, advertisement, and promotion, we are drowning in too much data and too many messages. Our brains are full, and our attention span is depleted. Paradoxically, despite this flood of information, we … Continue reading
Posted in Growth and Strategy, Sales and Marketing
Tagged Attention Starved, Customer Service, Growth, Marketing, Sales, Selling, Time Starved
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Lessons from a Customer
Over the last month, my family and I have moved from Chandler, Arizona to Newport Beach, California. We sold our house in Chandler, moved ourselves and our belongings, and bought a house in Newport Beach. As so many of you … Continue reading
“Do You Want Fries With That?” – An Opportunity for Profitable Growth
McDonald’s employees are trained to ask all customers whether they want fries with their meal. This little question, repeated millions of times a day in thousands of McDonald’s restaurants worldwide, creates millions of dollars of profits for McDonald’s as millions … Continue reading
Grow and Win With New Product (and Service) Development
In today’s slow-growth economy, companies are struggling to find new ways to grow. All too often, current products are mature and current markets are saturated with competition. To escape these brutal facts and find a new avenue for growth, companies … Continue reading
Tuned In – Valuable Insight in Finding That New Avenue for Growth
In Tuned In: Uncover the Extraordinary Opportunities That Lead to Business Breakthroughs, Craig Stull, Phil Myers and David Meerman Scott describe the ‘Tuned In’ methodology that your company can use to find your next avenue for growth. ‘Tuned In’ creates … Continue reading
Posted in Growth and Strategy, Sales and Marketing
Tagged Growth, Market Development, Marketing, Product Development, Strategy
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Growth By Acquisition – An Introduction
Mergers and acquisitions can be effective tools to speed the growth and development of your company. Through acquisitions your business can expand into new geographic areas, enter new market spaces, broaden product lines, develop relationships with new and growing customers, and … Continue reading
Posted in Growth and Strategy, Perform / Execution
Tagged Acquisitions, Growth, Mergers, Strategy
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How to Grow When Markets Don’t – More Relevant than Ever!
Published in late 2004, How to Grow When Markets Don’t by Adrian Slywotzky and Richard Wise (with Karl Weber) is more relevant than ever in today’s slow-growth business climate. The Growth Crisis The economy is maturing and population growth is … Continue reading
Blue Ocean Strategy
In their book, Blue Ocean Strategy: How to Create Uncontested Market Space and Make the Competition Irrelevant, W. Chan Kim and Renee Mauborgne outline a strategy process to create a long-term sustainable competitive advantage. While a bit too full of … Continue reading
Posted in Growth and Strategy, Sales and Marketing
Tagged Business Development, Business Strategy, Growth, Marketing
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Ahead of the Curve: Two Years at Harvard Business School
In his book, Ahead of the Curve: Two Years at Harvard Business School, Philip Delves Broughton recounts his experience as a student at HBS. It is an interesting read, especially for those planning to go to business school. For our … Continue reading
Are You in Love With Your Customers?
“If your business leader does not love customers and is not committed to delivering value to them, your venture will fail.” With this quote from Ken Morse, serial entrepreneur & co-founder of 3Com Corporation, I begin my guest blog at … Continue reading
David M. Shedd - Move Your Company Forward 