One of the first things that I look at when designing a strategic conversation is the horizon in which our decisions will have to produce results. Sometimes ...

One of the precepts of the EOS program is, “The answer is in the room.”  It’s a phrase that’s used to emphasize the importance of discussion in addressing im...

In my work as a fractional CMO, I am often helping small businesses navigate the transition from sales-driven revenue to marketing-driven revenue.  This is n...

Its Valentine’s Day – a day when we celebrate the role that marketing and sales plays in our personal lives.  And in honor of Valentine’s Day, let’s take a l...

I’m going to be talking about sales process on my webinar this month, and I want to focus in on the most interesting part of the sales process for this artic...

Many of you reading this post are 10%ers. And there’s something in the back of your mind eating away at your conscience. You know there’s something not qui...

Your sales process sets up the success or failure of your production team. I’ve often been in meetings with operational people who are overwhelmed and not hi...

As your company grows in Stage 2, you should use your sales process to drive more value – yes, for your company…but also for your customers. The only sustai...