revenue growth posts

The Cost of Chaos – Part II

Maintaining a healthy weight isn’t a mystery. We know what to do and we know what we shouldn’t do. And even with all the science and evidence to the contrary, we keep trying the latest fads, buying the books and pills and programs that promise the silver bullet.

The same concept applies to fixing what we call the Cost of Chaos — the penalty for not aligning a principle-based revenue strategy throughout your organization. Companies try this new marketing program. Hire that hotshot sales rep. Add a new twist to the customer offer. Design a new logo and attend the big name trade show. In other words, companies are constantly searching for a silver bullet and, while conducting that search, pour money down the drain at an alarming rate.

This is such a critical concept in the generation of revenue that we’ve divided this article into three sections.

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The World Isn’t Flat: Planning for a New 2011

Can you imagine being alive in the late 1400s when Christopher Columbus *didn’t* sail off the edge of the world? After a lifetime of believing the world was flat, would you readily accept that it was round? Or is it possible that you might react as many others do when faced with a new reality [...]

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8 Ways to Listen to Your Market

Look OUT, not IN! If you’re following our CEO Challenge articles, speaking or consulting work, you’ve heard this mantra a lot. More often than not, answers to your most important business questions aren’t inside your organization; the answers lie out there with your customers. What problems are they facing? How is your firm REALLY doing at solving those problems? How do they make decisions? What’s the image they have of your firm versus your competitors? How much value do you really bring? How consistent and predictable is your service? Do you know what your customers wish you did better? But how can you gather this research? This action plan provides 8 ways to listen without breaking the bank.

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Have we entered a New Normal? Hardly.

I have a bone to pick with the phrase “The New Normal” and how frequently it’s being tossed around these days. Yes, we’re emerging from a disastrous global economic crisis. In the aftermath of a tsunami, it’s tempting to look around and call the new landscape “The New Normal.”

My discomfort derives from the implied assumption that there is a “normal” at all.

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Have the Courage to Create a Brand!

Branding is a tricky subject to discuss with small to mid-size companies. It’s a concept that’s more easily associated with consumer products, packaged goods, or the Fortune 500. Branding books use examples like Starbucks, Apple or Dell – examples that don’t resonate with midsize service companies, B2B companies, or industrial product companies.

Many of these types of businesses think of a brand their logo, the look & feel of their web site, or their slogan. Unfortunately, a brand is none of those things. Instead, we define a brand as the combination of what you sell, how you sell it, and to whom. The result is an experience that your customers trust, and it can create substantial value because the right customers will be willing to pay a premium for that experience.

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