Latest Articles
Latest Articles
Two Parallel Tracks
My definition of marketing is the systematic communication of your value to people who can buy it. When my clients launch their revenue growth programs, they execute two parallel tracks of this kind of communication: One-to-one: This track features your sales people...
The Hand-Written Note
Earlier this year, I received a hand-written note. It's the only such note I've received over the last year. I read it in 15 seconds, and put it down. This was about four months ago. It's still on my desk. I cannot bring myself to throw it away. I was done with it the...
The Fourth Quarter
The fourth quarter of the year starts this week, so here are some things to think about as the calendar year enters its home stretch: What's your lowest hanging fruit for revenue growth in coming three months? List one product, service, event or opportunity now. What...
Revenue Questions
Are you making time for revenue growth? It's a proactive pursuit. You cannot spend your days reacting to customers' issues and significantly grow your organization. Are you behaving boldly? Because marketing it no place for modesty. You improve lives and companies....
Video: Focus On Your Value, Not Your Products or Services
Focusing on your products and services makes you one of a very large crowd. It commoditizes you. Focusing on your value, and the ways that you improve customers lifts you above the crowd. It makes you singular. It makes you money. These videos are based on my Growth...
What They Don’t Teach Us In School
I often tell my clients that our work is a behavior change project:we're trying to get your sales, customer service and marketing people to take one action daily that will communicate your value to people who can buy it. Revenue growth is a learned behavior (I teach...
Short Video: Why YOU Deserve More Revenue
Here's a quick two-minute video about why YOU deserve more revenue, and how to go about the process of getting it. If you'd like to learn more about the Growth Masters Annual Curriculum, the details are here.
Testimonial Pressure
Here's an "advanced" point that came out of a client workshop last week: when asking for a testimonial, don't use the word "testimonial," as it places unnecessary pressure on your customer. Instead, ask for feedback, thoughts, reactions, opinions, etc. "I'm wondering,...
Labor Day Reflections
This is how the US Department of Labor describes Labor Day: Labor Day, the first Monday in September, is a creation of the labor movement and is dedicated to the social and economic achievements of American workers. It constitutes a yearly national tribute to the...
Doing The Work
I have clients who diligently do the work -- grow their lists, communicate value to them, collect testimonials, communicate them, ask for referrals, etc. -- and enjoy revenue growth of 20% or more in their first year with me. Almost always, this is millions of dollars...