A number of years ago, I asked my husband, a finance guy, to review the company’s budget for the coming year. He looked at our projected top line revenue (which was projected to be a significant increase over the prior year) and asked, “Where’s the additional revenue coming from?” My response was that I took... View Article
At Pricing Gurus, we believe that value-based pricing allows companies to achieve higher profitability and a better competitive position. Some companies disagree with that perspective or feel they are stuck with cost-based pricing. Let’s explore a few reasons why value-based pricing is generally superior. I like this definition from Wikipedia – “Value-based price is a... View Article
A lot of emphasis is placed on the need for metrics in business – “What gets measured, gets done” or “What gets measured, gets managed.” When management starts tracking a behavior, the staff starts paying attention to it. That’s good, right? That’s the point! When the metrics aren’t clear or aren’t aligned with your business’... View Article
We’re good at goal setting, especially around sales. Each year, we determine what our annual sales growth should be and break it down by month and quarter based on cyclicality and recent trends. It all looks pretty on paper. Then, as we go through the year, the stars don’t always align and we miss our... View Article
Close your eyes and visualize all the aspects involved in moving your business to what it is today. How have you grown? Do you still maintain your core mission and values? How do you make sure your business’ “why” is visible in how you talk about your business? Simon Sinek’s “Start with Why” has resonated... View Article
Blog written by Michelle Bomberger, Equinox Business Law Group How many of you ended the year surprised by your business results? How many of you could have readily predicted what the results would be? It’s very common for small business owners to not have the tools to predict revenue and find themselves surprised by their... View Article
While in business school, I didn’t put much thought into the many classes offered on the topic of organizational design and effectiveness. It seems obvious that these are important but it was hard to fathom that they were more important than effective operations, marketing and sales. Yet as I’ve continued my education from business school... View Article
My coach asked me today: “You’ve got some sales goals, but how do you hit them? Is it activity tracking, focused account planning, leveraging your marketing? ” My response was “Well, yeah, sort of…” because we do have certain planned sales activities and we track the source of each lead; but I know we should be... View Article
Blog written by Michelle Bomberger, Equinox Business Law Group. As business confidence increases, many companies are looking for sales people. Yet when you talk with business owners, finding a successful sales person is very tough. The skills required to be successful are not always obvious. What you hear in an interview may sound great, but... View Article