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...
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...
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...
Overcoming the Most Common Challenges Facing A Growing Business
My business is in a period of strong growth, what should I do now? Things are going well… until they aren’t. Sales are good, you are adding new clients, people are excited, your friends notice how well things are going and then, one day, it happens. You...
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...
The Dangers of Setting Unrealistic Growth Targets
I’ve been having lots of conversations with senior leaders lately discussing whether they have the...
Case Study: Market Segmentation
Overview The client had a broad portfolio of capital equipment healthcare products, maintenance...
Overcoming the Most Common Challenges Facing A Growing Business
My business is in a period of strong growth, what should I do now? Things are going well…...