December 2014

If you write and publish content for your website and blog or just send out a monthly newsletter how often do you really think about your audience? Do you simply send out product and feature updates or have you identified what your best customer looks like, who they are and what topics they are interested in? Do you know how to attract more of your best customers? Have you thought about customer retention and customer lifetime value as ways to define who your best customers are?

So we are in the midst of planning 2015, and in the thick of the Christmas/Holiday Season I thought I would throw out a challenge…

All I want for Christmas is…

20 new clients
demanding $1MM+
in revenue growth.

I want to help you go from 
GOOD… to GREAT… to F@%K YEAH!

Trying to figure out how soon you can recoup Marketing ROI on an $x investment and when this becomes a problem.

As a CEO it is very important to understand ROI. Just to be clear ROI stands for Return On Investment. It is very important to be buying based on thoughts of the returns you will get. However if you jump too quickly into calculations there is a good chance you will miss the opportunity.

Every business has a variety of customers… some are quiet and appreciate what you do or provide; some are annoying and constantly asking for things outside of your agreement; some are profitable and some are not. Do you know who your best customers really are?

If not, perhaps it’s time you give it some thought. A little bit of work in this area can provide you with some clarity and focus that can help you land more “best customers” and avoid customers that can cost you money versus make you money.

You are a growing company and you have a few salespeople.

As the company grows you feel you need to step out of managing the sales team, so you can focus on bigger picture items to run and grow the company better.

So what do you do?

Often CEOs decide that the best solution is hire inside the company. This is respectable and sometimes a great solution. However make sure you understand what success in the sales manager role looks like before you hire or promote an employee to this position.

2014 is quickly coming to an end and, from my perspective, it was entirely too fast as I still have way too much on my To-Do List. How about you?

Is your business going to achieve the goals you set out at the beginning of the year? You did have some goals in place, didn’t you? If you didn’t then it’s not so easy to measure whether or not you had a good year since you can only compare it to last year or where you think you should be. Not very objective. If you did have some goals in place, how did you do? Nail it? Crush it? Miss it?