Latest Articles
Latest Articles
Call A Customer You Haven’t Talked To In 6 Months or More
Want a simple but incredibly powerful action for revenue growth? Call a customer that you haven't talked to in six months of more. "Haven't talked in a while, I was thinking about you. What are you working on these days that I may be able to help you with?" Just...
The Customers Are Afraid Too
I just returned from a long trip to Europe with my family, where I did a workshop in Barcelona for about 40 people. In their feedback, the audience told me that my material on fear really resonated with them. I told them, as I tell all my audiences, that fear is...
How to Uncommoditize
Alex Goldfayn discusses why it is so important to focus on your great value to customers instead of your products, services, and features. https://www.youtube.com/watch?v=Fl9WfxrEbbc&inf_contact_key=9e15f8805a2f959e4ac8c68c02bd0d55427409ae73a25130dd078683454d6518
Following Up
A friend of mine once said that people who follow up rule the world. This is very true. When we moved into our current home, I needed some insulation work done. Three companies came out and gave me a quote. One of the guys followed up. Guess who got the business? ...
What Can YOU Do?
During most of my client projects, I interview some of the key customer-facing staff. I record the calls for the owner to listen to, and then we debrief the conversations. I ask the staff — usually outside and inside salespeople, and their management — what is the...
Platforms, Vehicles and Targets For Revenue Growth
Alex Goldfayn discusses options for WHERE to communicate, HOW to communicate it, and to WHOM. https://www.youtube.com/watch?v=wO3w7zmg6ao&inf_contact_key=5773ad4237aa0bb7974610d81578193a427409ae73a25130dd078683454d6518
Halftime, 2017
It’s halftime in the calendar year. Six months are in the books, six to go. What went particularly well in the first half of the year for you? What did you do well, that you can double down on over the next six months. What did you spend significant time on that did...
Default or Focused Brain
A client recently turned me on to the work of Dr. Amit Sood, a professor of medicine at the Mayo Clinic. He teaches a key concept that has really resonated with me: the brain has two modes — default mode, and focused mode. Default mode is what we do and think...
The Discomfort With Accountability
I had three keynote speeches on sales and marketing strategies for revenue growth last week. Two of the audiences were Renaissance Executive Forums (one in Detroit, and one in Washington D.C.), and were made of up of business owners and executives — with many...
Is Your Marketing About You Or Your Customers?
Alex Goldfayn discusses the importance of making your marketing about you, not your customers. https://www.youtube.com/watch?v=nf6NbYlpLlI&t=6s&inf_contact_key=f99c00b25b428a67a308fed785ca617c427409ae73a25130dd078683454d6518