Key Business Insights and Tools

Your horizon should drive your strategic planning

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...

Is the answer in the room?

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...

The challenges of marketing’s ROI

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

Sales Enablement, A Love Story

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...

Raise Profits and Positive Reviews With One Small Change to Your Sales Process

Updated June 2, 2021 The challenge of the sales process We have to talk about an important part of the sales process. If you want to get...

10% – The Good, The Bad, and The Ugly

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...

Is Your Sales Process Setting the Stage for Success — or Frustration?

Your sales process sets up the success or failure of your production team. I’ve often been in meetings with operational people who are...

The Surprising Fact About When Your Price Is Set

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...

“If It’s Easy…It’s Wrong”

My 11-year-old son started playing hockey goalie this year. At a recent goalie clinic, his coach said something I think applies to...