Your CRM and management information system know more about your customers than you do. Face it, the data is already there. The question now is whether you’re doing anything with it. Using this data combined with the personal and business relationships with your...
Here’s what I think. He probably would not be asking about your presses, or whether you hit your production targets. He wouldn’t ask if you’ve won any industry awards. He probably would ask why your customers keep coming back. I believe that question is as relevant to...
Every week brings a pile of decisions with real money and real consequences to your desk. Do you invest in a new press? Upgrade the space, or bring on that new hire you’ve talked about for months or, add that software that the vendor keeps pitching? All of this sits...
“I should’ve seen this coming,” he told me. “I just kept hoping it wouldn’t really happen.” That phone call still haunts me. This isn’t a story about a bad businessperson. This is a story about having the warning signs, the leading indicators, and not doing...
Getting from here to there safely: the path to transforming your business can feel like a daunting journey. The trail is riddled with potholes, whether you’re a healthy company trying to get to that next level, or a business that is stuck, and can’t seem to get past...
Let’s be honest, most sales meetings are viewed as a tax. You pull your team out of their normal paces, away from clients and prospects, into a room where a manager reads pipeline numbers everyone already is aware of. People leave feeling managed, and not motivated....