10 Benefits of Acquisitions (especially for SMBs)
It may seem to you as an owner of an SMB (sales $5m to $100m) that acquisitions are a big boy game. Nonsense. Parking money and post acquisition integration expertise, here are the benefits to SMB owners: An acquirer knows that doing a small deal is as painful as...
Cash is King!
Times are tough. How do you manage a business differently in a down time or period of lower growth? You stay calm. This market gives you a mandate to conduct a root and branch review of your business. Nothing is taboo. Think like a start-up. Strategy & Sales:...
People in Business
We all need help managing people. Categorizing how they operate might help. Here is a simple categorization to make you think about people in your business. There is a theory that organizations have 4 types of people. The first three are: players (winners and natural...Scaling a Business
I’ll be posting a few blogs on Scaling over the next few weeks. I believe it is the key to millions of private and public companies realizing their potential. First the difference between Growth and Scaling. Scaling a business is not the same as growing a...
Launching Products or Services – 10 Little Rules
As we help our clients scale their businesses, the subject of new product launches is never far from our minds. Here are 10 quick rules that have helped beat the odds of a successful product launch: The secret is alignment. I call it the DSMO model. This stands for...
My Prospects Aren’t Buying!
There are two reasons why your prospects don’t buy from you: They don’t believe they have the problem you claim to be fixing. They don’t believe your solution works. The good news is that a world class sales team understands how to demonstrate when...
The Strategic Workshop
The away day, the retreat, the jamboree. They have all been discredited by abuse. But there is a really powerful, one to two day event, I would recommend to a management team trying to scale their business – The Strategic Workshop. Here are my ingredients to a...
Preparing For A Great Sales Day!
I shared a version of this checklist with my sales team the other day. I think you’ll find it useful if you believe a great sales conversation starts with remarkable preparation. Memorize your cold call scripts until you can deliver it in a relaxed...
Preparing For A Great Sales Day
I shared a version of this checklist with my sales team the other day. I think you’ll find it useful if you believe a great sales conversation starts with remarkable preparation. Memorize your cold call scripts until you can deliver it in a relaxed...Operational Excellence For Exits
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