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Helping people and organizations grow so they can give.

Darrell Amy

Creating a Sticky Message Is Like Making Maple Syrup

Is your company message delicious and sticky? Or, is it watered down and bland? As a child one of my favorite events of the spring was making maple syrup. As the snow would begin to melt, we would head out into the woods. Holes would be drilled in trees for the spouts...

The Top Question For Business Leaders: What Business Are We In?

Harvard Business School professor and the father of modern marketing, Theodore Levitt, asks a powerful question that every business leader, sales representative and marketing manager must answer: What business are you in? The answer to this question will determine the...

What We Can Learn From T-Mobile About How To Keep Customers and Grow Revenue Following an Acquisition

The reason to buy a company is to take what you purchased and grow it. Unfortunately, what often happens is that companies let the customers of the companies they acquired slowly get picked off by the competition. Instead of growing the new base of customers, the new...

Why Right Now May Be the Time To Adjust Your Growth Strategy

I’m not sure who first said this popular quote: “Hope is not a strategy.” (Who Said Hope Is Not a Strategy?) In one of my favorite strategy books, Blue Ocean Strategy, the authors observe that companies are rarely open to changing their strategy...

How To Cross-Sell More To Your Current Clients

Cross-selling to current clients to additional products and services may be the fastest way great companies can grow. According to Amy Gallo, a contributing editor at Harvard Business Review, acquiring a new customer is anywhere from five to twenty-five times...

Stop Calling Them Customers, Start Calling Them Clients!

If you want profit, value, and client loyalty, stop calling them customers and start treating them like clients. I hate the word customer. Customers go to vendors to buy commodities. If I want toothpaste, I go to Walmart or Amazon. If I want 2X4’s, I go to Home...

Strategies To Influence Buying Teams

If your company sells in the B2B space, chances are you sell to buying teams. Research in The Challenger Customer revealed that on average, there are over 6 people involved in a B2B buying decision. When I started selling office technology in 1993, we were trained to...

The Three Overlooked P’s of Sales Prospecting

Jeb Blount, the author of Fanatical Prospecting, famously said the number one reason for empty pipelines is “failure to prospect.” While prospecting has always been important, in today's challenging market, prospecting is more important than ever....

Now Is Not the Time To Shut Down Your Growth Engine

Now, more than ever, we need to keep our growth engines running. Sales must maintain activity levels. Marketing must keep the digital lights on. This is not the time to slow down or stop. This past week I've talked with many leaders that are facing hard choices. I've...

A New Way To Create Competitive Advantage: Reduce Customer Sacrifice

The Big Idea: Pay attention to client sacrifice if you want to increase your competitive advantage. In a tight economy where buyers tend to pay closer attention to where they allocate their budget companies, must consider how they add value. Organizations that get...

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by | Aug 8, 2020

Creating a Sticky Message Is Like Making Maple Syrup

Is your company message delicious and sticky? Or, is it watered down and bland? As a child one of my favorite events of the spring was making maple syrup. As the snow would begin to melt, we would head out into the woods. Holes would be drilled in trees for the spouts...

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