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 […]
This blog originally published in Printing Impressions. You probably have varying levels of relationships with your customer base. I’m not referencing whether or not you have become friends with your customer, but rather, what level of business relationship have you earned? There are three progressive tiers that I like to look at. And while […]
This blog originally published in Printing Impressions. Meaningful first time at bats with a new prospect are hard to come by these days. What’s a meaningful at bat? It’s a real opportunity that you’ve earned after you both have come to the conclusion that there’s a good fit between the two organizations, and that […]
This blog originally published in Printing Impressions. How’s your business? What are some of the key indicators you look at to gauge whether you’re on the right track or not? This subject came up when I was thinking of a cousin of mine that operates a small restaurant. It’s a small-town local eatery, the […]
This blog originally published in Printing Impressions The echo’s of put me in coach, rang out from the back of the conference room when that big new project or sales lead was announced. Umm, they thought. Are they ready for this one and do they know what they’re getting into? The leader of the […]