Latest Articles
Latest Articles
Revenue Growth = One Proactive Communication Action Per Day
I'm sending in my completed manuscript to my publisher, Wiley, today for my upcoming book The Revenue Growth Habit. It's due out in September. I've been deep in my material over the last month, and I wanted to remind of you of this basic tenet: Revenue growth comes...
A Call From Leadership
If you're an owner, president, executive, or manager of any kind, there's a powerful revenue growth action you can take. It requires only a few moments, and it's memorable, effective and highly productive. Ready? It's very complex: Call a customer you don't normally...
High-Potential Small Customers
Look at your customers by the amount of revenue they do with you. The 15-20% of companies that do the most revenue with you probably make up 70-80% of your total sales. Now look at the remaining companies -- the 80-85% of your customers who are not the biggest revenue...
Worst Customers, Best Customers
Bill Gates once said famously, "Your most unhappy customers are your greatest source for learning." That may be, but do you want to learn, or grow your business? Because if it's the latter, your happiest customers are your greatest source of revenue! Unhappy customers...
Expanding Customer Horizons
I'm on a Disney cruise ship on our balcony, somewhere in the Caribbean, staring out at the horizon ahead. It's infinite and endless where the ocean meets the sky, and it occurs to me that I often take it for granted. It's just there. It's the same in business, with...
Opening and Closing
If you want to grow revenue, nothing will do so faster, easier and more dramatically than marketing. Marketing opens what sales closes. We must sell, and we must close. But we must constantly be opening new opportunities. We must consistently create new opportunities...
Market Especially to Existing Customers
We must market to existing customers as much as we market to prospects.There are two big reasons for this: 1. The competition is calling on them aggressively. Every time they say "no" to them, they make a conscious decision to say with you. We must help them make this...
Ready? FIRE! Aim…
Unlike your products and services, which need to be precise and exact, your marketing needs only to be helpful. I heard Alan Weiss say this once, and it has stuck with me ever since: In marketing, quantity trumps quality. The more that people hear from us, the more...
Momentum
Happy New Year! What significant activity or effort did you put off last year? Which revenue-impacting project or action did you think about a lot, but did not execute? This is something that you think would be really smart to do, something that took up a lot of your...
Revenue Resolutions
Resolutions for dramatic revenue growth in 2015 -- for you, your colleagues and your staff: 1. Each day I will communicate my value to at least one customer or prospect who can buy from me -- in person, on the phone, or least preferably, via a personal email. 2. I...