Are your 15 years of experience 15 years of accumulated experiences, or one year of experience repeated 15 times? The answer would hopefully be accumulated experiences. How about your leadership team and sales team – how would they stack up when asked this question? The challenge is to make sure that you and your […]
What are your customers and prospects trying to buy, and how does that compare with what are you selling? Is your team aligned with your customers buying process in today’s market — the what, how, and when? As you identify the different buyer roles and their needs, you’ll also have to approach them appropriately. This […]
Situation analysis is critical in establishing long-term relationships with customers and managing a sustainable business. Managers use it to analyze the internal and external environment of an organization and the firm’s own capabilities, customers, and business outlook. Your situational analysis will influence the performance of the business and the choice of appropriate strategies. As companies are […]
Where you are located and the demographics of your existing customer base largely determine the amount of print business you have during the current COVID-19 pandemic. The pain isn’t being evenly spread with some companies only mildly affected so far, while others have come to a standstill. The initial focus is the safety and health […]
This blog originally published in Printing Impressions No one signs up for adversity. No one signs up for having to deal with a global pandemic. No one knows for sure how long and to what degree business, and life, will be effected. And these conditions no doubt are unpredictable at best. But you know […]
This blog originally published in Printing Impressions The key attributes that determine your customer value go well beyond measuring their annual sales. Areas that I believe lead to enhanced customer value include (in no particular order) profitability; loyalty; number of transactions; and the costs to support those transactions, growth, vertical market, significance (them to […]
This blog originally published in Printing Impressions It’s that time of year when many are looking over their business results from the prior year. Which customers grew their business with you and which ones receded. And then there’s the ever elusive new business – how did that go for you this past year? If […]
This blog originally published in Printing Impressions. Characteristics of top-performing companies cover a broad range of areas. While very few are exactly like, it been my experience that they do share many similar themes. These characteristics are woven into the fabric of who they are and how they operate. They are not from a textbook, […]
This blog originally published in Printing Impressions. All customers are good, some are just better than the others. Or are they? It’s amazing what you can earn from your clients, if you take the time to engage and go beyond the transaction. Do this with your clients, especially from the three major groups – […]
This blog originally published in Printing Impressions. Building a predictable sales model sounds great and it can work, but it is hard to do. Making sure that you and your team are up for the challenge is the first step in the process. In fact, it’s probably the most difficult step as you’ll find […]