Posts about Sales

By October 17, 2019

The Curse of the Trailblazer

The curse of the trailblazer is that you have to keep trailblazing. Learn how to maintain an innovative spirit in your business.

By September 17, 2019

Courage and a Cup of Margin: A Case for Remarkability

Your Proprietary Way is the unique way you provide your services to clients – here’s why you need one.

By August 21, 2019

Why a Makino isn’t enough

Stop competing on price! Learn how to combat commoditization – exemplified by the Makino’s effect on the manufacturing industry.

By July 25, 2019

Why a best-kept secret isn’t as delicious as it sounds

It’s time to take your organization from the best-kept secret to the next big thing. Find out how!

By June 20, 2019

Meet Fluffy, Your 800-Pound Gorilla

Having a large customer the size of an 800-pound gorilla drives rapid revenue growth, but it also carries hidden dangers for your business.
Learn how to tame it.

By April 15, 2019

The Sell-Do Trap and How to Escape It

The “Sell-Do” trap describes businesses where the owners are responsible for both selling and delivering the work (they “sell” the work, then “do” the work).

By February 7, 2019

Throw Out Your Scarves, and Other Lessons on Client Stratification

A comprehensive client stratification helps us identify our dream clients beyond the numbers.

By August 1, 2018

The Role of Marketing in Mergers & Acquisitions (The Tale of the Twinkie)

In 2012, Twinkie fans taught us an important lesson about marketing: When it comes to company valuation, customer loyalty is king.