Most business owners are driven by the challenge of growing their business.  However, in order to get there, we all need to think about a growth strategy and what approach will best suit our business. Since many companies struggle to grow organically faster than the economy or faster than their industry does, they think that…

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Too many times we have all heard the question “Why are sales down?”  The answer is usually a quick response, such as, marketing or the competition or the economy or the weather. The truth is no matter what business you are in, if sales are the measure of performance, then the reason that sales are…

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Ask companies today if they follow an established formal sales process.  Their answer?  Very few can say yes! Statistics show that 91% of the more than 500,000 salespeople assessed by the Objective Management Group (a leading sales development company) did not have or follow a structured sales process.  Do you have one? A sales process…

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A few months ago, many companies and many industries suffered tremendous losses of customers, sales and profits.  Many, but not all companies and industries have bounced back, if not all the way back, at least well on their way. But not necessarily all companies in those industries…Why? What we need to realize is that, customers…

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Building for exit (a.k.a. enterprise) value optimization is a great way to build a highly valuable business regardless of your interest in selling it or not someday. Here is a relatively comprehensive list of areas to address in priority order to optimize exit value and build a healthy and thriving company. Things that drive exit value: Reduce…

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In order to have an effective sales staff and successful sales numbers within your company, requires a very intentional and meticulous undertaking.  Your company needs a sales strategy that you and your salespeople can implement time and time again that will generate abundant business ventures. It is not easy to turn these plans into action…

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