Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable.
When you open your eyes, your bedroom appears roughly as it did the night before. Your bed is below the open window, and your dresser is still adjacent to the door.
However, a second look reveals that the curtains […]

and how to fast-track the growth of your business in the process.

Over lunch, a CEO recently admitted to me that his financial controller was using his organisation’s profits to build quite a substantial commercial property portfolio.

When I asked if this was best use of his organisation’s free cashflow, he smiled, “How did I know you’d […]

Tell me, how’s your conversion rate?
Specifically, is your organisation converting the optimal percentage of sales opportunities into sales?
My bet is that you’ll find this question hard to answer … for two possible reasons:

You don’t know what your optimal conversion rate is.
You can’t bring yourself to be happy with a conversion rate any less than 100% […]

Applying the Theory of Constraints to the design, resourcing and management of the sales process
[Presented at: TOCICO Conference, Miami 2004]
Introduction
The traditional sales process is hard to manage and all but impossible to scale.
This paper introduces a radical new approach to sales process design, resourcing and management.
The result of this approach is a process where:

Salespeople consistently […]

If I had a dollar for every time someone asked me what percentage of their sales they should be spending on advertising, I’d be writing this column from Aspen!
Problem is, it’s simply the wrong question to ask. And I’ll show you why…
Let’s assume that the objective of your advertising is to generate sales. If this […]