The Stories Driving Your Business
There are only two stories that matter behind every financial performance. Until you understand those two stories you don’t understand your business. These stories cover all types of Revenue. These stories cover all types of Costs. It doesn’t matter what...The Art of Selling
Sales professionals are in the career building business.The god to worship is not a Purchase Order. It’s the improved performance of your prospect. And not just the prospect company but the actual human being. If you can’t improve the performance of your...Selling Your Business For Shares
My advice to sellers of businesses is always the same – cash is king. Taking shares from the buyer in exchange for ownership of your company is risky. Think of it this way. If you had a wheelbarrow full of cash, and I asked you to tip it into a set of shares in...
Making Recruitment Easier – Execution Tips
The roadblock on growth is rarely money it’s people. Really smart, curious, effective people who want to own the problem, master the skills, and feel part of something bigger. Attracting great people is not luck. At least 30% of the CEO’s time should be spent finding...
Playbook #4: Innovation
Over the last 10 years I’ve been heavily involved in 4 different businesses, Teamstudio (Software), ETM Manufacturing (Precision Engineering), ADMET (Materials Testing Systems Manufacturer) and Net Atlantic (Email Marketing). The first three achieved Inc 5000 status...
Playbook #3: Sales
Last week we discussed the essential ingredients of the Marketing Playbook. This week we turn to Sales, Playbook #3. However it is important to understand that all of The Playbooks can only succeed if they are aligned and integrated. Again your Sales Playbook will...
Playbook #2: Marketing
Last week I blogged about our Playbook #1 – Positioning. This week we flow seamlessly into Playbook #2 Marketing. Let’s assume you are comfortable with your positioning. You have created a compelling story but now you have to bring the message to market and create...
Playbook #1 – Positioning
Last week I published The Saleability Test describing the 15 key drivers that drives a buyer’s thinking. The key issues that determine just how saleable your business might be. Well assuming you want to improve your score I’ve reconciled those 15 key...
Summer Reading List
Happy 4th. Today’s post – some great business books I’ve been reading on my Kindle – Checklist Manifesto – Atul Gawande Hope is Not a Strategy – 6 Keys to Winning the Complex Sale –Rick Page Drive: The Surprising Truth About...Operational Excellence For Exits
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