How Do You Introduce a New Solution Without Asking for a Change in Behavior?...
Interview with Kiran Kundargi, CEO, Apsora Situation: A company seeks the best way to introduce a novel health monitoring solution. The challenge is that people don’t want to change their routines. If...
View ArticleHow Has Sales Evolved In The Last Four Years?
Interview with Michael Griego, CEO, MXL Partners Situation: Sales technique is constantly evolving. Based on research completed by the Sales Executive Council, this evolution has accelerated since...
View ArticleHow Many Web Sites Should One Company Have? Three Thoughts
Situation: A company has two businesses in different locations serving different sets of customers in two separate markets. The CEO is evaluating whether it makes more sense to have one umbrella web...
View ArticleHow Can You Ramp Sales With Limited Dollars? Six Suggestions
Situation: A company survived the recession by cutting back and using cash reserves. Business is now on the upswing with significant new opportunities. However, the company has limited resources to...
View ArticleWhat Leading Sales Indicators Are Effective? Four Suggestions
Situation: A company has experienced low sales early in its peak season due to bad weather. The CEO wants to develop additional leading indicators that will help predict whether sales will recover...
View ArticleHow Do You Boost Revenue Consistency? Six Issues
Situation: A company experiences high revenue volatility from month to month, making it difficult to forecast expenses and personnel needs. The company has about 300 clients. Fifty percent of annual...
View ArticleHow Do You Reach High-end Users? Three Thoughts
Situation: A company has developed a disrupting technology that will allow OEMs to produce high-end circuits at a fraction of their current cost. A non-exclusive OEM partner is using this technology...
View ArticleHow Do You Gain Commitment to Plan Revisions? Three Thoughts
Situation: A company goes through an annual strategic planning process followed by an annual business planning process. At mid-year they do a review and correction. The challenge is that if the company...
View ArticleHow Do You Forecast Revenue for a New Technology? Three Ideas
Situation: The Board of a company has asked the CEO to generate to forecast of revenue for this year. Their primary technology is new and the company has just started receiving orders. An achievable...
View ArticleHow Do You Respond to a New Big Competitor? Four Strategies
Situation: A company has just learned that a new, much larger competitor is moving into their market. They are concerned that this may severely impact their growth and even their existence. How do you...
View ArticleHow Do You Identify New Customers? Four Alternatives
Situation: A company wants to expand its markets and customer base. Currently their business is dominated by a single customer. What best practices have you developed for identifying new customers and...
View ArticleHow Do You Respond to Market Changes? Three Options
Situation: A company has a successful product, but the market is changing. Previous customers were savvy, but the market is shifting to more naïve customers who don’t understand how to use the product....
View ArticleWhat Leads in Building Brand Focus? Five Factors
Situation: A company faces a question branding a new product – what should lead the branding focus: product design or product attributes that will be an eventual part of the branding strategy? Which...
View ArticleHow Do You Mature an Ad Hoc Sales Effort? Four Factors
Situation: A company’s sales process is currently ad hoc with a 20% close rate and an unpredictable pipeline. The CEO wants to develop an organized sales effort. How do you mature from an ad hoc to an...
View ArticleHow Do You Tell a Client That They’re Wrong? Five Factors
Situation: A company’s client is furious at the service they received from the company, It turns out upon investigation that the source of the client’s difficulty arose from their own actions, not from...
View ArticleWhen is “Good Enough” Enough? Five Factors
Situation: A company is about to launch a Beta version of their web-based software. The CEO strives for perfection. What is sufficient for launch, and can the company tolerate imperfections in Beta...
View ArticleDoes It Still Make Sense to Off-Shore? Seven Suggestions
Situation: A company is investigating off-shoring to lower costs. Trends are confusing with some companies returning operations to local production and others continuing to offshore. In addition,...
View ArticleHow Do You Respond to a New Competitor? Six Options
Situation: A company performs service that is primarily locally-based. A competitor is establishing a new site less than two miles from the company’s location, offers a broader array of services and...
View ArticleHow Do You Build Market Awareness on a Small Budget? Seven Ideas
Situation: A small technology company has a handful of major customers. They are very good at what they do and want to expand and diversify their customer base. The challenge is that they don’t have...
View ArticleDo Balanced Scorecards Aid Decision-Making? Three Factors
Situation: A company is investigating Balanced Scorecards as a management tool. They want to get the perspective of others who have used Balanced Scorecards on how these are used and where they are...
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