Planning for growth is a critical activity for any stage of a business, but cumbersome plans bloated with exhibits and financial analyses won’t get you the kind of alignment and buy-in you need to execute the plan successfully. A good growth plan doesn’t have to be more than 15 pages.read more
It’s no secret that knowing your buyers can help you sell more effectively. In fact, that’s probably the reason this article caught your attention. But determining what information you will actually be able to apply can be a little tricky. These are our top 21 questions for finding out what you really need to know.read more
The logic is simple: If you want to sell anything, you need buyers—and you need to understand them. Most companies are already aware of the importance of knowing their buyers. After all, it is buyers who are responsible for the only action that ultimately supports your company’s success: purchase.read more
If the purpose of a business is to create a customer, it’s hard to understate the value of well-executed win/loss analysis. If done well, win/loss analysis answers perhaps the most crucial question for your business: how do I acquire more customers?read more
You can’t operate in a vacuum. The company with the best grasp of the market is far more likely to win, and grasping the market means knowing–among other things–what your competitors are up to. This article breaks down the six fundamental steps of competitive analysis. Following them will reveal competitors’ strengths and weaknesses so you can determine how best to gain a competitive edge.read more
To know what to build, you have to know who you’re building for. That’s where your positioning statement comes in. Your positioning statement answers some straightforward but critical questions: what am I selling to whom, and why should they buy my offering over the competition’s?read more
There’s an abundance of pop-marketing texts out there–tactically-focused books that promise great ROI if readers just deploy some basic techniques. Here’s a strategic marketing reading that help you become a master marketing strategist.read more
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