Insights: Growth, Marketing & Sales
Where the next dollar of revenue comes from, and what it costs to get it.
Not All Revenue Is Worth Chasing, and Your Growth Plan Should Say So
Most growth plans treat every new customer as a win. The economics of your own customer base say otherwise. The question is not how to grow, but which part of the book to grow.
You Buy Each Customer Once, So the Roof Has to Sell the Next One
A roof you install today won't be replaced for a generation. You paid full price to acquire a customer you'll never sell again, which means the job itself has to do your marketing for years.
A Sales Engine That Does Not Depend on You Being in the Room
In most lower middle market companies, the owner is the sales process. That works until it caps the business, and it always caps the business. Here is how to build the engine instead.
Price Is the Fastest Money You Are Leaving on the Table
2 percent change in price moves profit more than almost anything else you can do this quarter. Most owners touch it the least. Here is why, and what to do about it.
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