Summary: Face-to-face prospecting creates strong and profitable business relationships. Without cold-calling skills, a CEO forms strong client bonds by using persistence, discipline and focus. The advantages of this technique are examined and explained. ...Read More
Forum Categories: Sales
Summary: If your prospects don’t understand your value proposition, educate them. The company developed conferences to reinforce its solutions and position itself as a knowledge leader, which leads to higher sales. Learn the keys to creating a great educational setting. ...Read More
Forum Categories: Marketing | Operations | Sales
Summary: Customer feedback is an important part of every successful company. After scaling up his business, a CEO struggles with his company’s feedback system before closing the loop and improving response rates. Effective processes for handling feedback are examined. ...Read More
Forum Categories: Leadership | Operations | Sales
From Service to Process to Product
Summary: Sometimes we sell more than a product or service. By learning his clients’ businesses and modifying his own company’s offerings, the CEO creates more value for everybody. ...Read More
Forum Categories: Marketing | Sales | Strategy & Planning
Re-Framing Price Increases Leads to Stepped-Up Profits
Summary: A CEO in an old-line, low-margin business finds a way to re-frame his pricing model to get his team and his customers to accept it. He modified his sales incentive package to better target the results he was looking for. ...Read More
Forum Categories: Leadership | Sales
Summary: Quick decisive action enables the firm to grab a nice piece of business before anybody else has the chance to compete. The speed at which your business and your team move is a critical element of competition, today more than ever. What does it take to make speed a competitive edge? ...Read More
Forum Categories: Operations | Sales
Every Business Needs a Common Enemy
Summary: Identifying a competitor or two as an “enemy” to beat is a powerful leadership tool that CEOs should use to galvanize business improvement at every level. ...Read More
Forum Categories: Leadership | Operations | Sales
Summary: Referrals are the least expensive way to bring in new business. An employee benefits company amazes their clients with incredible service, and for the past 18 years grows only through referrals, diverting all its marketing spending into operations. ...Read More
Forum Categories: Operations | Sales
Summary: A software firm was hurting its sales by telling every prospect about all the features of its powerful software. Instead, they now ask questions first to understand their prospect, then present only the aspects of the software that solve the client’s problem. ...Read More
Forum Categories: Sales
Summary: Most decisions in our world stem from emotion. Jewelry firm Lori Bonn Design turned its founder into a public personality – an icon, as part of its branding strategy and as a result, hit it big on TV. Take branding to the next level. ...Read More
Forum Categories: Marketing | Sales
Summary: A new architectural firm discovers that some clients just aren’t for them, and don’t contribute to profits. Based on their strategic objectives, they develop of prospect profiling system to avoid likely problem clients and focus on business that is most useful for growing the firm. ...Read More
Forum Categories: Marketing | Operations | Sales
Face to Face with Your Important Clients & Customers
Summary: It’s easy for to get wrapped up in all sorts of organizational issues and drift apart from our clients and customers. This story highlights how Gene Miller, Chairman and CEO of a major law firm, invests time with his key clients, and the benefits to all CEOs if they do likewise. ...Read More
Forum Categories: Leadership | Sales
"I can't imagine being a CEO without having the Alliance as part of my CEO tool kit."
John Rule, CEOApplied Aerospace StructuresAlliance Member since 2000