All Articles

Motorcycle Metaphor – Part Deux

Good to see you back  🙂 In our last blog, we asked ‘Does your company move through your customer’s process ….. or do your customers move through yours? We described the customer’s journey as a repeating cycle (you can read it here). Your customer’s journey needs to...

Motorcycle Metaphor … customer journey

By Andrew Penny I was riding my motorbike through Saskatchewan as part of a trans-Canada trip, watching a tree on the horizon slowly approaching. I was doing ‘slightly’ over the speed limit but it still took about to 3 minutes for the tree to get to me.  Apart from...

Made you look!

We all know that having an image with your blog increases its clickability (and the likelihood of being read). But is that really enough? Is that all there is to it? You guessed it – nope! Using the right picture is critical in turning those visitors into leads. So,...

Strategy Before Tactics, Young Grasshopper

Many small business owners understandably work at a very operational level, and with that, they perceive they will get the most value from the tactical, practical, “just give me the steps on how to do it, and I’ll do it” type of advice. This tactical stuff is...

Not Waste Not Want Not

A saying that was prevalent in my childhood was “waste not, want not”. The underlying idea of this is that you shouldn’t let anything go to waste. It was something that I was often told at the dinner table – meaning ‘don’t leave anything on your plate’. I suppose that...

Muda, Mura, Muri

I know, it doesn’t quite have the same ring to it as ‘Veni, Vidi, Vici’, but these 3 words and the concepts behind them could be just as huge, albeit in a very different sphere of human endeavour. In my last blog, I started talking ‘lean’ and discussing how lean...

How to Increase Channel Sales

Some time ago a friend went into one of those big box athletic stores to buy some new runners. She was amazed at what she saw. The big names, you know Nike, Adidas, New Balance and so on were all there in their brightly-coloured boxes, in-store displays and prices...

Designing a Partner Program

We are often asked: “How do I make my channel members sell more of my stuff and less of the other guy’s stuff?” “Should I have bigger commissions for the top performers?” “Should we have spiffs to push sales?” “What sort of loyalty program should I create?” First of...

Find the Root Cause of your Inefficiencies

Many times when I start working with a new client, I get that look that is half apologetic, half embarrassed, half saying “ I don’t know how this mess happened, but please help me get out of it”.   I know – that’s a lot of body language to interpret from one look. And...

How to Make your Sales Channel Rock

If you are in business, chances are you have a channel.   But is it really working for you?   Here are 8 things to do to make sure your channel is working well for you and your customer. 1 – Build a Channel Map A channel is the way in which you connect with, and...

Let it Flow, Let it Flow

Over the years, a sales channel can take on a life of its own if not carefully tended.  Like a river, it starts to find alternative paths, it provides opportunities for whole ecosystems to evolve that may not have been in the original intent – or that may not be...

Slow Down to Go Faster

A term I hear more and more is ‘overwhelmed’. I used to hear it only occasionally as people described how they felt about their working day, but now it is quite common. And while we all, from time to time, can feel that we have taken on a little too much, a chronic...