Posts filed under: Leadership & Management

Can you eliminate the ‘hockey stick’ at the end of the year?

Something happens at the end of a reporting period. I’m not sure what it is, but the organization changes. Things happen faster – approvals, reviews, qualifications, meetings, etc.  And lead times shorten. Sure, some savvy customers intentionally hold off orders...
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Cost reduction has nothing to do with revenue growth, except maybe killing it

If you’ve been following my writing, you’ve probably read more than once there are only three way to grow revenue – get more new customers, increase the value of your average sale, and increase the frequency and volume of repeat...
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“She’s not in right now. We’re not sure where she is.”

That’s what I was told when I stopped to briefly meet with a local executive. I was there without an appointment, but had a legitimate reason to be there, apologized in advance for not having an appointment, stated what I was there...
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Is vision planning a waste of time?

I’m not sure what I think about visions and vision planning. I understand the necessity and value of being clear in what you think, determining were you plan to go, and being thoughtful in how you plan to get there....
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The origin of the quote and its relation to today’s sales and marketing environment

A few days ago I asked a question about whether or not this quote is applicable to today’s B2B sales and marketing environment: …is about selling to buyers who now enjoy plurality of choice, who have expertise, who compare, who are trained...
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Is this quote applicable to today’s B2B sales and marketing environment?

I read something this morning I’d like to share with you: …is about selling to buyers who now enjoy plurality of choice, who have expertise, who compare, who are trained negotiators, who demand satisfaction, and who litigate their disappointments. I...
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Small Business Branding or Putting The Cart Before The Horse

A recent conversation with a prospective customer (PC) PC: We need help building our brand. Our brand really needs developing. Me: How is your business today? How many new clients did you pick-up last month? PC: None. Me: How about the last three months?...
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More new clients or more repeat business?

There are only three ways a business can make more money – get more new customers, increase the value of the average sale, and increase the rate and volume of repeat business. Of the three, two have to do with...
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Why your business needs an annual sales plan

Jumping to the point of this post: If you can’t see the way to hitting your sales target this coming year, at best, you’re relying on luck to reach the level of revenue your company requires to sustain and grow...
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How to create and manage an accurate sales forecast

Sales forecasts are important to a business for many reasons — chief among them is foretelling cash flow to allow efficient money management. While forecasts are understood as a tool to manage sales staff, they’re often misunderstood by sales teams...
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