How to Eliminate the Three Single Points of Failure that are Sabotaging Your Sales Process A single point of failure is any point in a system that, if it fails, causes the entire system to break-down. Today’s interconnected world has leadership talking about how they can identify and confront single points of failure (SPOF) in their organizations […]

What it takes to get the best talent to work for you, now.

Those of us that have been around have seen this scenario played out over and over again. Here's the scenario: Company X has experienced steady success but suddenly they miss their quarterly number and everyone scrambles to try to determine why.

Top 5 phrases used on every demo:

If you talk to enough architects, you’ll quickly realize there’s a belief in the A/E/C world that relationships are the name of the game. Not that long ago, one respected marketing and business development consultant told me that 80% of new commissions come through relationships.

What a year! Congratulations to everyone in a professional services firm that just finished their best year ever. I count myself as blessed because so many of you, so many leaders of firms (whether accountants, or architects, or attorneys, or contractors, or engineers) shared feedback about your firm's successes and struggles and what you see […]

The question is often asked by any size of business: “Where should I put my marketing dollars?” At least one of the answers should be SEM. SEM (Search Engine Marketing) in 2019 is almost a default effort that every business needs to employ to be successful in the digital space.

The golden era of Black Friday shopping and sales has passed. Over the past few years, the Black Friday mega sales that have been a staple of brick and mortar businesses for years have dropped precipitously, being replaced by online sales, Cyber Monday, and more and more businesses trying to get a competitive edge in their industry. Anymore, Black […]