New Client Pathways: Survey Findings

View/Download PDF In April 2020, while we were in the early stages of the COVID-19 work-at-home period, I conducted a market survey via LinkedIn to better understand where new client business originates. For a long time I had a been working on a hypothesis I called New Client Pathways. From my own experience and observations  [...]

New Client Pathways: Survey Findings2020-05-05T17:13:48-06:00

The 7 Elements – A Strategic Framework For Winning New Business in B2B

View / Download PDF Version A B2B client of mine that serves Fortune 500 companies recently asked me an intriguing question: “How do you sell professional services?” It was interesting because my client was already very successful, and I had never been asked the question so directly before. Like many good questions, I didn’t have [...]

The 7 Elements – A Strategic Framework For Winning New Business in B2B2016-11-07T05:49:32-07:00

The Paradox of Focus – Unlocking Growth in Mature Business

View / Download PDF Version The goal of marketing strategy is to figure out smart ways to compete with your product or service. The problem I find with the strategies of many small to medium-sized businesses (SMBs) is simply not enough business focus. Companies are pulled in countless directions by market forces and customer demands. [...]

The Paradox of Focus – Unlocking Growth in Mature Business2016-11-07T05:49:33-07:00
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