All businesses have something that they do better than others. Or at least their customers think they do. This is where the crisscross lines of reality and perception appear on the graph. The opportunity for company leaders is to fully grasp how they stand out from...
Top-level baseball players know their numbers. Every time they complete an at-bat, they know how those results will affect their averages. They strive to get better every day, knowing that even the slightest improvement could lead them to a better contract or into the...
Great ideas are all around us. Think about the meetings you’ve been in over the last 30 days. How many good ideas were floated around? Most likely several. No doubt some of those ideas are getting traction in your company right now. But many just end up on the...
Almost all the printers I speak with say that if they can get a client to visit them, take a tour, etc., that it dramatically increases their chances of winning the account. No arguments from me on this. Having a great facility can truly be a competitive advantage. So...
The effectiveness of the sales team in generating net new business remains an ongoing concern for most sales leaders and CEOs that I hear from. It’s not because they don’t want new business, for many it’s that they are busy being the account manager with the customers...
As you prepare to take your business from your current state to your desired future state, begin with a thoughtful examination of your internal resources. Your staff, equipment, technology, and how well you integrate those three areas to solve client problems. This...