Most of us are familiar with the ‘Total Addressable Market’, or TAM. It is the number of buyers that could theoretically be convinced to buy a certain product or service. The finance guys like to see this value in dollars, the manufacturing and delivery people want to see units, and the sales folks want to see buyers. Let’s deal with buyers here...
Read MoreIf your sales activity is completely or partially conducted through channel partners, here are the 8 key questions you should be asking your channel managers: 1 On a scale of 1- 10, how important are you to your partners’ business strategy? Typically, partners have many different products or services to promote, but those that are crucial...
Read MoreMost people think outward from themselves through their sales channels on then on out to their end users. That approach is wrong. It leads to a channel centric sales approach. Instead think about the ideal customer for each product or service you are selling and then think about the best way to connect with them. The channel is in fact a bridge bet...
Read MoreAlmost all our clients are running at maximum capacity at the moment. And likely you are too (if not – we must talk…). At times like these, the natural inclination is to keep your head down and try to keep up with demand. But maybe that’s not the best thing to do. Hear me out. We all know that the current business cycle is going to end when demand...
Read MoreONE:You need to obtain a high-level view of the market. This needs to be from your perspective, not a distributor or potential agent who will have inherent bias. Think of it as a 30,000-foot flyover to understand how the market works today. This will give you an indication of your potential revenue from this market. And it will give you a sense of...
Read MoreImagine you are running your country’s summer Olympics team. You have athletes in almost every discipline – swimming, water polo, skateboarding, volleyball, boxing, rugby, fencing and so on. As head of the team, your mandate is to win medals. In the next Olympics, your athletes will be competing against the best in the world. This is no longer loca...
Read MoreEveryone I speak to and everything I read is pointing to a tremendous surge in demand for almost everything. Canada is sitting on about $100 billion of excess savings, which is looking for somewhere to go, and the US is spending trillions on recovery. It also has a huge personal savings stash that's going to go somewhere. We have got people locked...
Read MoreSherlock used powers of observation to understand causation. Here's how to apply that power of observation to determine what causes people to buy. If you can identify that 'inflection point' you can be there at the right time with the right messages. Homeostasis is a biological system's ability to maintain an internal equilibrium in response to ch...
Read MoreMany companies (products and services companies) focus all their efforts on designing the end-customer experience. They think about the discovery, the buying experience, the user-experience, support and so on. And then, after all of that is ‘designed-in’ they think about getting to market.
Read MoreSubscribe to our Next Level Thinking for CEOS and Business Owners podcast. Click to listen to today's 'Money for Nothing – But Not for Free' Podcast. For more than 40 years I’ve paid a retainer fee to my life insurance company – and I’ve yet to make a claim! I retain an unused membership with the CAA who will rush to my rescue if my 1967 MGB expire...
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