Sometimes I feel like we are completely missing the boat. To no fault of anyone, we focus on our own company, our brand, people, product, and service. It's not wrong; it's that we have the wrong perspective. All of those are important but should be seen through...
Just ask your customers, and they will tell you. You are trying to drive sales growth at your company. You may want incremental growth, or, like most CEOs I work with, you want to drive exponential growth, and your investors depend on it. Company leaders set a...
How did your first customer find you? How did your best customer find you? How did the customer that spends the most find you? Or did you find them? Founders know exactly how they acquired their first customers. They can probably tell you what that customer...
It’s not uncommon for company leaders to start a sales strategy with a big sales number. It’s usually a number that is larger than the year before and a percent of growth they or the investors deem attainable (not always within reason). Having a sales goal is...
When was the last time you, as the CEO, listened to a conversation a salesperson at your company was having with a prospective buyer? I'm sure it's been a while. Further, you have sales leaders who do that, right? If you were listening to them on a sales call...
Simon Sinek once said, "If you hire people just because they can do a job, they'll work for your money. But if you hire people who believe what you believe, they'll work for you with blood and sweat and tears." When Founders create their company, they do it because...
It's more important now than ever that CEOs lead sales. Yes, you heard me correctly, and I hear you saying, "Whaaat? Are you kidding me? I'm the CEO. I have to be strategic and run the entire company. I have a sales leader in place to lead sales." If you are of the...
It may be hard to remember starting your company all those years ago (or it may seem like yesterday). Most of us embarked on the roller coaster ride of entrepreneurship. We all had successes and challenges in the beginning (and still do). Many of the challenges...
It’s no surprise that podcasts have grown in popularity over the past few years. Podcasts are a convenient way to stay up to date on current industry trends, learn new things, and of course, they can be entertaining (not all of the podcasts I like are...
Customers are the lifeline of all companies. If a company does not have any customers, well . . . So, why do some companies make it so difficult for customers to buy? Most not even realizing. My favorite question is, "What are you doing to make it easier to be...