Ditch Your Sales Funnel

DITCH THE SALES FUNNEL and GROW REVENUE FASTER, MORE PROFITABLY The model of a “funnel” to represent a sales pipeline is ripe for retirement.  A gentleman named E. St. Elmo Lewis is given credit for initiating the idea of a funnel in 1898. It would be amazing if a business model like a funnel would still find relevance 120 years

2022-08-18T03:39:31+05:00August 2, 2022|Articles|

Introducing Horizon Zero

THE NEW “GROWTH KID” ON THE BLOCK: INTRODUCING HORIZON (ZERO) Since the introduction of Horizon Growth planning in the late 1990’s, businesses which have successfully understood and adopted this multi-year approach to generation of new revenue and profit streams have realized the benefits of forward planning.  Horizon Growth planning was introduced in 1999 in a book titled The Alchemy of

2022-08-18T03:36:30+05:00July 27, 2022|Articles|

ROL vs. ROI

“WHEN IS RETURN ON LEARNING (ROL) MORE IMPORTANT THAN ROI?” If you completed a class on finance and accounting, you are likely familiar with Return on Investment (ROI).  Are you ready to take the pop quiz on how to calculate it?  No?  That’s OK, it’s not my objective here or to question your degree.  What I do want to do

2022-08-18T03:32:34+05:00July 13, 2022|Articles|

Screwing Up Value Propositions

SEVEN (7) WAYS NOT TO SCREW UP YOUR VALUE PROPOSITION Screwing up value propositions creates a critical risk to the health and growth of your business.  How important you think they are might be colored by your personal experience.  For me, a value proposition is a powerful summary of who you are and what you offer.  It defines what is

2022-08-18T03:25:37+05:00July 1, 2022|Articles|

“Big M” Marketing

What do Bob Dylan, Soundboards, and "Big M" Marketing Have in Common? My wife has always been a huge Bob Dylan fan.  Me too, but not like her.  Years ago she bought Dylan tickets in the center section for his last concert at the State Theater in Minneapolis.  When we arrived at the theater, the usher said, “Oh, there’s a

2022-08-18T03:15:04+05:00June 13, 2022|Articles|

The Value of Lead Customers

A Best Marketing Practice: Cultivating "Lead" Customer Relationships for Breakthrough Products and Services It’s been many years since I learned what a “lead” customer is, and how to build lead customer relationships to build confidence and reduce risks of new product or service launches.  The concept of a lead customer, or lead user, is probably one of the most beneficial

2022-08-16T03:29:52+05:00May 13, 2022|Articles|

Business vs. Digital Strategy

BUSINESS STRATEGY, DIGITAL STRATEGY, and “THE ROAD NOT TAKEN” by ROBERT FROST Many of you probably read Robert Frost’s “The Road Not Taken” somewhere in your educational career.  It’s a short poem of four stanzas and 20 lines total.  For a poem so brief, it’s surprising that Frost’s famous work is so powerful yet often misinterpreted.  If you can’t recall

2022-08-16T03:27:24+05:00May 1, 2022|Articles|

Deja Vu

“WHAT DO YOGI BERRA, GARTNER RESEARCH, AND THE BUSINESS ADOPTION OF MOBILE TECHNOLOGIES HAVE IN COMMON?” Of all the memorable lines that Yogi Berra is known for my favorite is: “It’s déjà vu all over again.”  The application of déjà vu to business adoption of innovative emerging technologies seems to actually express what Yogi might as well have been trying

2022-08-16T03:24:35+05:00April 13, 2022|Articles|

Diversification-The Big Growth Driver for Manufacturers

Manufacturing Technology Insights I don’t agree with people who express “grow or die” statements. But there are numerous reasons to have a clear view of the growth roadmap for your manufacturing business. Here are a few reasons you need a growth roadmap—and hopefully, a diversified growth roadmap. Over time, every business’ core products and markets will start to become less

2022-08-16T03:14:31+05:00March 13, 2022|Articles|

Preparing Your Business for a Future Economic Slowdown

John C. Maxwell, the American author, speaker, and pastor who has written many books on leadership has a wonderful quote about growth that says: “Change is inevitable, growth is optional.” There may be another version of this we should be paying attention to, and I think that version is: “Change is inevitable, so is an economic slowdown.” With the long

2022-08-16T03:09:31+05:00February 13, 2022|Articles|
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