by Rick McPartlin | Aug 3, 2010 | Marketing, Sales
Based on the conversations I’ve been having recently, I know you’ll recognize this scenario. Your star sales rep has uncovered an interesting revenue opportunity, but it’s off strategy for your company. It might require more customization than you typically provide....
by Jane Adamson | Jul 6, 2010 | Marketing, Revenue Growth, Strategy
Look OUT, not IN! If you’re following our CEO Challenge articles, speaking or consulting work, you’ve heard this mantra a lot. More often than not, answers to your most important business questions aren’t inside your organization; the answers lie out there with your...
by Jane Adamson | Jun 8, 2010 | Marketing, Sales
Pop quiz! Right now, right after you finish reading this article, go to each member of your leadership team and ask them this question: What are we selling? For good measure, write down exactly what you hear and from whom. Then, back at your desk, review the results....
by Jane Adamson | May 4, 2010 | Marketing, Revenue Growth, Sales, Strategy
I have a bone to pick with the phrase “The New Normal” and how frequently it’s being tossed around these days. Yes, we’re emerging from a disastrous global economic crisis. In the aftermath of a tsunami, it’s tempting to look around and call the new landscape “The New...
by Rick McPartlin | Apr 6, 2010 | Culture, Directional Unification / Alignment, Marketing, Revenue Growth, Sales, Strategy, Structure
It seems like only yesterday that we were throwing around ideas for what would become the CEO Challenge. It’s been a year now, and we’re so pleased with the feedback we’ve received from clients, colleagues and collaborators. Seems we’ve struck a few chords, and that’s...
by Jane Adamson | Mar 2, 2010 | Culture
Assumption testing has always been important in organizations. Right now, however, it’s more critical than ever. Markets are evolving so fast that the wrong assumptions can be fatal. Worse yet, an organization’s inability to routinely identify and test assumptions is...
by Jane Adamson | Feb 2, 2010 | Cost of Chaos, Directional Unification / Alignment, Strategy, Structure
During the first week of the new year, when we tend to gaze optimistically at the road ahead, a headline from the Associated Press announced “Americans’ job satisfaction lowest in 22 years.” The article then went on to say “That is the lowest level...
by Rick McPartlin | Jan 5, 2010 | Marketing, Strategy
Last month, Jane wrote about the courage to create a brand, and boy, the word “courage” struck an interesting chord within our community. Branding involves making a difficult choice to go after a niche market with laser focus in order to differentiate your...
by Jane Adamson | Dec 1, 2009 | Marketing, Sales, Strategy
Branding is a tricky subject to discuss with small to mid-size companies. It’s a concept that’s more easily associated with consumer products, packaged goods, or the Fortune 500. Branding books use examples like Starbucks, Apple or Dell – examples that don’t resonate...
by Rick McPartlin | Nov 3, 2009 | Strategy
It’s that time of year again — strategic planning and budgeting season. The end of a difficult 2009 and possibly a new beginning for your business. What are you thinking about doing differently next year? Are you setting more ambitious revenue goals, or are you...
