What should you sell? Who is your ideal customer? This month I have been writing about strategic planning – focusing on the importance of answering these two strategic questions. As a business owner, answering these two strategic questions defines your target...
What should you sell? Who is your ideal customer? Answering these two questions is part of clearly stating your growth strategy. Communicating the answers throughout the company provides great focus to your sales team and the rest of your employees. The result...
You have a treadmill business if you are working hard and not getting anywhere. It is frustrating for the CEO and the employees. You work too hard not to be rewarded with profit. Answering strategic questions can help you get off the treadmill. Here’s one that seems...
Don’t you get tired of people assuming that a landscape business is easy to operate? You just need a truck, a lawnmower, and some people. Right?  Not quite. A landscape business has many challenges. In every company’s collection of customers or properties,...
Is your five-year goal achievable? Are your annual revenue growth targets reasonable? Are your sales and marketing efforts effective? Is your salesperson productive? Before you answer these questions, you must answer a more fundamental strategic question about...
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