Cross-Selling – Execution Tips & Objections
You’ve just acquired another business and you want to create some synergies, by selling the newly acquired company’s products through your other subsidiaries. So how do you do it? This is a classic cross-selling problem. Or you may have launched a new consulting...
The CEO’s Sales Audit – 10x thinking.
Imagine you’ve just been appointed CEO of a private company or a division of a public company. It doesn’t matter if you’ve been in the job 10 years, I’m asking you to imagine! How would you audit your sales performance? How would you know if...
The Catch 22 of Scaling
Scaling is Growth with CAPS – Control, Alignment, Predictability and Safety. Or in order of importance: Alignment, Control, Predictability and therefore Safety. But that doesn’t make a great mnemonic! But here is the problem. Most private businesses can’t scale...Scaling – How to Avoid Destroying Margins
The paradox of scaling is clear. Most companies when growing their top line, sacrifice their margins. The main reason is because management confuses “growing” and “scaling”. It’s the same as confusing activity with effectiveness. I know...The Scaling Paradox
If you scale a business there is a high probability your margins will drop! How can this be? I build a bigger, better, stronger business and my net margins drop? Because wastage creeps in. Costs explode and you end up with more bodies, more space, more equipment. But...Operational Excellence For Exits
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