As more companies work to make their Corporate Strategy practices impactful and visible, senior leaders and their staffs are becoming increasingly more aware of the causal-effect relationships that exist based on their understanding of their target market segments. The line between an organization’s sales and marketing and its dedication to build high performance is [...]
Sometimes we need a wakeup call to get us back on track. Nothing could be more true if your organization has not been experiencing the growth curve that was planned. Of course, there could be some very real strategic reasons that are negatively influencing your organization’s growth, but there could also be some rather basic [...]
It takes real-world knowledge to run a business today. Regardless of the size of your business, there are three B’s that drive it, and having a true working knowledge of them are key to its success. The first B is the business of the business. Running a business is no small [...]
For the longest time business executives have been guided by their estimations and projections. This has been their number one activity when setting a course for the following quarter, or the following year. Makes good sense to anyone who is in the business of growing a business. But the rules of engagement have changed. It’s [...]
Companies work every day to develop qualified leads, but many do not achieve the results they want. Not everyone is taking the time to put in place a proactive strategy even though they should, strategic marketing isn't an easy one two three activity, and the U.S. marketplace keeps getting more crowded with new brands and [...]
Specializing is one of the most difficult strategic decisions you can make. Often a company’s need to consider this strategic change is driven by not achieving its objectives. Senior executives say, “We’ve got to do something differently than what we’re doing now!” This can be a less than perfect mindset to make this type of [...]
With the incredible proliferation of brands in both the b2b and b2c markets your sales team needs all of the help it can to get in the door and make their case for their products and services. It’s obvious. We live in a world where a ‘brand’ can be launched in an hour – literally [...]
The B2B market’s overall size has diminished. Buyers are more discriminating than ever. There are more brands per inch for just about anything. Some manufacturing companies have even purchased their distribution sales organizations in an effort to beef up their sales leaving fewer people to sell products. This was unheard of years ago! Today, if [...]