Why Marketing Is More Important Than Sales
There’s a pattern I’ve seen many companies fall into when they’re struggling to master the marketing puzzle. Marketing builds your brand – your reputation. It establishes who you are, what makes you different, and how people should identify you. It used to be said that Coke was established and Pepsi was playful. Nordstrom’s was […]
Most partnerships die, and most partners don’t know how they could’ve seen it coming
It’s easy to feel good about the idea of a business partnership. Friends, acquaintances, or professional associates share a vision, so they start a business and set out to conquer the world together. Someday, they’ll be able to tell the story of their partnership and how they couldn’t have achieved what they did if they […]
I Know You Want To, But Please, Don’t Hire a Salesperson (At Least Not Yet)
I understand why you find the idea appealing. You want to grow, and to do that, you need to sell. If only you could bring on a crack sales professional who would go out, book the meetings, impress the prospects and close the deals for you. You’d gladly pay commissions, and maybe even a […]
Three Paths to Growth: Which One Fits Your Company?
Every business owner wants to achieve growth. And every business owner should. So it makes sense that, when you’re seeking growth, you should be able to answer a basic question: What is your primary path to growth? Now, of course, everyone’s answer to this question will include some basic fundamentals, such as focusing […]
No One Achieves Peak Performance Without a Coach
I love to coach. I always have. The word coach can often veer toward sports in most people’s heads but, for me, coaching is more. Today, we call what I love to do mentoring. While that may be more appropriate, I still like the word coach. Growing up, I always enjoyed working with kids […]
How Handwritten Notes can Impact your Business
Recently, HBR published an article called “The Easiest Thing You Can Do to Be a Great Boss.” that highlighted the need for recognition within the workplace. In the article, HBR highlights the additional value most people feel when getting a handwritten note over an email. Recognizing your team is an essential area of business I […]
Millennials, I Love You
As a Generation Xer, I’m very, very proud of my generation; just ask me. Spend a day or two with me, and you’ll end up getting an earful about how awesome my generation is and why! However, I’m not a massive fan of boomers. Call it the typical generation annex, call it jealousy, or call […]
Compensation DOES Drive Behavior, so Pay for What You Want!
The saying “compensation drives behavior” is one of the first things I heard a sales manager say. I’ve also heard this mentioned over and over again within sales. And in many cases, it’s true. You will often see sales compensation and strategic decisions made based on this one idea. For the most part, you’ll find […]