THE BLOG

What 2020 Taught Us About Crisis Preparedness for Business

As we emerge from the chaos of 2020, I think it’s safe to say just about all of us are looking ahead and hoping for much smoother sailing in 2021. Business owners had to weather the stress of unpredictable storms, each threatening to strike without warning, seemingly overnight.

Naturally, we look forward to a (hopefully) calmer 2021, but this year’s chaos leaves us with one critical principle we shouldn’t leave in 2020. And it’s this:

There are no guarantees in life....

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How to Add a Recurring Revenue Stream to Your Business

There are two challenges that many small to medium businesses face: growth and stability. It’s why business owners know the pressure to keep adding new revenue so well. This is especially true for businesses based on a non-recurring business model. There’s an urgency to find and attract new transactions on a constant basis to sustain business. If you own a business like this, you may want to consider adding a recurring revenue stream to your business model.

Recurring revenue...

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4 Things Business Owners Should Know About Why People Buy

customer behavior markets Aug 24, 2020

I have a question for you: Why do customers buy? 

A few weeks ago, I was working with a client whose sales team was struggling to close deals. So I asked him the question I just asked you. It's one of those questions that seems so elementary, it's easy to brush it off.

But really think about it.

When he and his sales team did, they all came up with different answers (which is fine, I love creativity!) But at the end of the day, customers kept slipping away to...

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Leverage Your Values to Win Millennial Buyers

The first step in attracting Millennial buyers is to leverage your values. Here’s why and how every business owner should focus on their values—not their sales pitch.

You’re probably familiar with the traditional process of a B2B sale:

Identify a potential customer, make contact, and give your best sales pitch about why they should buy from you…

But here’s the real question: is this process actually working for you? Or are you in the dilemma a...

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Love Song Marketing: Know Your Specific Buyer

Every Song Has A Story.

What’s your favorite love song? Almost everyone has one; whether it reminds you of your high school sweetheart or the first dance at your wedding, love songs hold a special place in our hearts.

Billboard Magazine, the “bible” of the music industry, recently named their Top 50 love songs of all time. While most songs on the list are beloved and well known, no doubt some of them were written without real love in mind – that is, from a...

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Know Thy Customers’ Internal Motivations

customer behavior markets Jan 07, 2016

How well do you know your customer? More importantly, do you know what motivates them to do business with you? While customer’s desires vary according to demographics, market sector, etc… there is one behavior that shines through as a powerful driver of purchase intention — and that is listening to and understanding customer motivations.

I would like to share two simple stories to illustrate the same core issue:

First: Jane was the director of Knowledge...

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Burger King’s Bacon Sundae: Smart Move or Absurd Assumption?

“Would you like some bacon with that?”

Smile if you will, but don’t be surprised if you hear that phrase uttered by the cashier at your local Burger King the next time you order a sundae. Yes. A sundae.

Burger King, in an attempt to re-ignite revenue growth (since being challenged – not so much by McDonald’s – but by newer players, such as Five Guys) has decided to jump on “the bacon bandwagon” and unveiled their Bacon Sundae (along with a...

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How to Identify Your Historic Customer

Often, businesses don’t take the time to define who their ideal customer is.

Not simple stats on the status quo of current customers – but thinking through who their “ideal” – best – perfect –want more of these – customers are.

To define your ideal customer you first need to have a firm understanding of who your historic customer is – no time travel required. I simply mean the type of customer...

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