Sales Strategy: Who do you sell to?
Getting Started with Your Ideal Client Profile It’s a question every business owner knows well: Who do you sell to? On the surface, this may seem like an easy question. But when you really dig deeper, the value lies in asking: Why are these clients the right fit for...
End of Year Planning for a Successful 2025
People have a natural tendency this time of year to think about what they accomplished over the last 12 months, and what they want to do with the next 12. As business leaders, however, I would argue that we owe it to our customers, our employees, and even ourselves to...
Understanding the Basics: Okay… so what is AI? And should I care?
When people hear “AI,” they often imagine scenes from sci-fi movies—robots that think like humans or supercomputers plotting world domination. But let's clear this up: the AI you see in movies isn’t what’s on your desk today. Real-world AI is much more practical and...
Bridging the Information Gap: SMBs vs. Technology Vendors
By taking a strategic approach to purchasing technology solutions, SMBs can level the playing field and make informed decisions that drive growth and innovation, more commonly held by large enterprises with dedicated IT teams and procurement departments.
The Dangers of Setting Unrealistic Growth Targets
I’ve been having lots of conversations with senior leaders lately discussing whether they have the right people on their team to hit their growth targets. This is an incredibly important topic (and something I’ll touch on in a moment), but before you analyze the...
The Leadership Paradox
Much has been, and likely will continue to be, written about the topic of leadership. The word alone inspires us to extract new definitions, craft clever mantras, and share our opinions and predictions about its continued importance—or pending obsolescence—in the...
Aligning Your Company Strategy and Sales Strategy To Maximize The Selling Effort
I distinctly remember sitting in my MBA class 22 years ago, listening to a world-renowned professor lecture us about corporate strategy. You have to be very careful with terms like this, as people tend to define them in their own way, making you think you’re on the...
Does Your Business Need Greater Traction?
In mechanics, traction is the force that generates motion between an object and the surface it’s on, either through friction or shear force. The use of the word in business feels the same, doesn’t it? Many business owners start off only understanding the shear force...
How to Hire and Manage an Effective Manufacturers Rep Agency
The advantages and disadvantages of outsourcing sales to manufacturers representatives are well established and are typically summarized by the opposing forces of need for control versus desire for variable cost. An internal, or “direct”, sales force is...
Case Study: Market Segmentation
Overview The client had a broad portfolio of capital equipment healthcare products, maintenance agreements and financial service offerings. The products were designed for a continuum of variably sized customers in an array of different medical specialties. There were...
Recent Posts
Sales Strategy: Who do you sell to?
Getting Started with Your Ideal Client Profile It’s a question every business owner knows well:...
End of Year Planning for a Successful 2025
People have a natural tendency this time of year to think about what they accomplished over the...
Understanding the Basics: Okay… so what is AI? And should I care?
When people hear “AI,” they often imagine scenes from sci-fi movies—robots that think like humans...
Bridging the Information Gap: SMBs vs. Technology Vendors
By taking a strategic approach to purchasing technology solutions, SMBs can level the playing field and make informed decisions that drive growth and innovation, more commonly held by large enterprises with dedicated IT teams and procurement departments.
The Dangers of Setting Unrealistic Growth Targets
I’ve been having lots of conversations with senior leaders lately discussing whether they have the...
The Leadership Paradox
Much has been, and likely will continue to be, written about the topic of leadership. The word...
Aligning Your Company Strategy and Sales Strategy To Maximize The Selling Effort
I distinctly remember sitting in my MBA class 22 years ago, listening to a world-renowned...
Does Your Business Need Greater Traction?
In mechanics, traction is the force that generates motion between an object and the surface it’s...
How to Hire and Manage an Effective Manufacturers Rep Agency
The advantages and disadvantages of outsourcing sales to manufacturers representatives are well...
Case Study: Market Segmentation
Overview The client had a broad portfolio of capital equipment healthcare products, maintenance...