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You like me. You really like me. Three ways to create a personal sales experience.

Three-ways-to-create-a-personal-sales-experience

The pandemic has revealed more fissures than we’d like to count including a major gap between the sales haves and have-nots. In the early stages of the shutdown, new business opportunities all but disappeared. The most resilient companies were those already clued into the importance of relationship based, personalized sales and service experiences. The good news is, it’s not too late to learn this important lesson. Whether you’re a newbie to the world of personalized sales or you’re ready to leverage personalization through your entire customer lifecycle, here are three ways to drive better connection.

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Topics: Marketing Strategy, Growth Strategy, Sales Strategy

Your Vacation is Calling, It Wants You Back

Your Vacation is Calling, It Wants You Back

Remember when summers included planned vacations with travel, good food, and fun times with friends and family? Now, if I leave my state I need to be prepared to return to an extended period of lockdown and isolation.

The logistics of planning a vacation that is Covid-friendly and that you feel aligns with your level of willing exposure is challenging and enough to make many people stay home. Taking time off is critically important for performance and mental health, maybe even more so now than in our pre-pandemic reality. If your original plans have been scrapped, here are four tips for a revised vacation strategy:

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Topics: Leadership

Burst Your Pandemic Bubble by Collaborating

Burst Your Pandemic Bubble by Collaborating

Remember when open floor plans were the business world’s solution to collaboration and innovation? The concept of promoting collaboration was well-intended, but the idea of sitting mere inches from your colleagues seems foreign now and may become the stuff of urban legends. 

It is easy to “bubble up” these days, to find yourself in a routine of siloed work, interacting mostly with the same group of teammates and colleagues. Instead of battling the annoyance of the office loud-talker, now we’re navigating Zoom fatigue.

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Topics: Thought Leadership, Growth Strategy

The Case for Innovation

The Case for Innovation

The COVID driven rapid change to business and life as we knew it has forced whiplash inducing adjustments. After celebrating that we’ve made it this far, we should funnel the survival instincts of the early days of the pandemic toward driving new revenue opportunities for the long term. The companies that are positioning themselves for continued success are resourceful, creative, resilient and innovative.  If the world as we know it is changing, why not take advantage of the innovation environment HBR recently highlighted and prepare your company for whatever comes next? Here are a few tips for fostering a more innovative environment:

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Topics: Market Research, Growth Strategy, Scale

Profitability Lessons From the Pandemic

Profitability Lessons From the Pandemic

For many, the pandemic brought business impacts we’d rather forget. Lost revenue streams; shrinking teams; postponed projects and product launches and cancelled events, coupled with the reality of illness and loss, left permanent scars. However, as businesses start to reemerge, some more bruised than others, we need to pause and be honest about what we still need to and can fix. The cracks that presented themselves over the last few months point to near and long term areas of profitability improvement. Strong leaders will look across industries to identify strategies that can be applied to their own businesses. Luckily for you, we’ve done that leg work.

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Topics: Marketing Strategy, Thought Leadership

5 Ways Commercial Leaders Are Getting Ahead

5 Ways Commercial Leaders Are Getting Ahead

There’s been a lot of debate around what’s differentiating companies that are faring well during the pandemic versus those that are struggling. Obviously products, offerings and the ability to pivot, if needed, play an important role in a company’s success, but commercial activities are critical too. We asked a few industry sales leaders to share what they’re doing to drive their teams’ success right now. Here’s what they’re up to:

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Topics: Thought Leadership, Growth Strategy, Sales Strategy

3 Tips for Navigating a Flooded Talent Pool

3 Tips for Navigating a Flooded Talent Pool

A wave of new graduates and those affected by COVID layoffs, combined with companies in hiring freezes or slow playing their hiring cycles, equals a flooded talent market. Great news for companies who are still hiring, right? Maybe not.

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Topics: Growth Strategy

Unearthing Profitability in Your Product Portfolio

Unearthing Profitability in Your Product Portfolio

If you’re on the hunt for additional profit, your current product portfolio may hold more treasure than you realize. Whether it’s identifying new buyer segments, increasing margins, identifying areas to leverage technology or identifying products primed for divesting, there may be a number of spots marked with an X on your product map. Here are 4 ways to optimize your current product portfolio:

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Topics: Growth Strategy, Sales Strategy

Show Your Customers a Little Love

Show Your Customers a Little Love

You have $100. You can either acquire 4 new customers or keep 20 of the ones you have. Which would you do?

Some of you will hedge, “Well, it depends on the customers.” True. “How much are the new customers worth?” Valid point. Simple example aside, new customer acquisition can run at least 5x more than the cost of retaining existing clients. And yet, companies spend considerable time, energy and resources on new customer acquisition, often relegating retention efforts to the back burner.

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Topics: Growth Strategy

3 Ways to Support Mental Wellness at Work

3 Ways to Support Mental Wellness at Work

Are you dreaming of your summer break? Counting down to unplugging from it all? What if we worked in companies we didn’t need to take a summer vacation or holiday from? What if we didn’t push ourselves to the brink of mental exhaustion with the expectation we’d be able to recharge over a long weekend or a week off? If we are physically unable to work (i.e., illness, injury) the expectation is we’ll log off for the day or until we’re well enough to work. But what if it’s our mental wellness that’s out of whack? What are the expectations then?

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Topics: Thought Leadership

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