Getting & keeping customers
Prospects to Profits
February 28, 2026
What Makes a Sale?The first time this happened I was surprised. I was talking with a client and his team about tracking their lost/won ratio in sales. They were doing...
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Worldview
March 16, 2025
NOT political - it's about marketingGood marketers consider the problem to be "How can convince people to buy what we sell?"Great marketers take a different approach.This post was inspired by...
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Systemize Your Marketing
February 8, 2025
Read this Before you Hire an Agency - or a Person[Warning - this post will be nerdier than usual.]The Output of Marketing is LeadsAnd leads are the input to your...
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More Revenue with Output Thinking
September 14, 2024
Revenue doesn't come from where you think it doesOne problem I run into when helping clients adopt Output Thinking is that entrepreneurs often don't go deep enough. Here's what I...
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Is the Sales Department Really the Driver of Revenue?
February 18, 2024
The answer will surprise youThe output you want from customers is revenue. And you spend time, money, and effort, to find those customers and close a deal. This is typically...
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Do Bad Systems Make You Lie to Customers?
July 9, 2023
Blame Dysfunctional SystemsI've gotten a lot of new subscribers recently so I'll do a quick introduction. First WELCOME. I help business owners systemize their companies in three ways:This newsletter, it's...
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How to Design Your Sales Process
March 24, 2023
Nothing happens till you sell somethingSales is the process through which somebody who could be a customer becomes a customer.Let's unpack that. I'll capitalize the relevant words in parts of...
ReadThink Backwards for Better Sales
December 18, 2011
Most sales people think they are in control and they move prospects through the various steps toward a sale. I'm suggesting that you think backwards - and look at the...
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