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What's Your Secret Sauce?

Written by Jim Coyle on November 14, 2019

No one cares what you do.

I know this seems a bit harsh but it is a reality. There are many other companies that do what you do and can fulfill the need your company currently fills. 

But can they do it HOW you do it?

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3 Must-Haves to Achieve the Impossible

Written by Don Tinney on November 7, 2019

In the past several years, I have been regularly impressed by leadership teams that have achieved “big” things. 

At the front end looking forward, it was logical for each team, based upon their history, to conclude, "There's no way we’ll do this."

So what made the difference? How did these teams of ordinary people succeed?

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Opening the Bottleneck

Written by Dean Breyley on February 4, 2019

Bottlenecked, gridlocked, congested – there are lots of ways to describe how it feels when a business gets stuck. We’ve all been there at some point in our work, and once you realize you are there, you immediately start searching for ways to get "unstuck."

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Do You Know the Psychographic Profile of Your Ideal Customer?

Written by Mike Paton on March 26, 2018

It’s not unusual for an entrepreneur to consider “everyone” a potential customer. While the optimism can be exciting and contagious, the harsh reality is that most of “everyone” isn’t the RIGHT potential customer. Many won’t ever buy from you, and some who do become customers won’t be a great fit. They may be unhappy, and they may even hurt your business by damaging your reputation or mistreating your employees.

That’s the bad news. The good news? While it may sound counterintuitive, concentrating on a smaller number of potential customers can actually help you grow faster, make more money, and have more fun. Time and time again, I’ve seen that clients who focus 100% of their proactive sales and marketing efforts on their ideal prospect or customer get a bigger bang for every buck they spend on sales and marketing.

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How to Hire for Future Growth

Written by Mike Kotsis on February 26, 2018

In the last quarterly session with a client, the team reported record financials in the last 90 days. They exceeded their revenue and profit targets, and they completed over 90 percent of their rocks. By all estimations, they had every reason to celebrate. But when it came time to grade the quarter, they gave it a C+ / B–. Surprised by the low grade, I asked them to explore this a bit. What they discovered has the potential to change their company for years.

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