3 Ways to Flip Repeat Customers into Subscribers

Repeat business drives the value of your company, and you can categorize these sales into one of two buckets: Reoccurring revenue comes from customers who purchase from you sporadically. They’re satisfied with what you offer, and they buy regularly yet…

The Hidden Danger of Cross-Selling

You’ve likely heard the adage that it is far easier to cross-sell an existing customer a new product than it is to find a new customer. And if your goal is to grow at all costs, then cross-selling makes sense.…

The problem with Allen Harris

Many teams are good at identifying problems, but not at solving problems. The issues get put on the owners’ desk and, as a result, the owner spends more time putting out fires than building their companies. I recently rewatched “The…

Mind Your Business: Stop selling to sell more

When the owner is the rainmaker, accounting for 76 to 100 percent of sales, the business will lose out to its competition. John Warrillow, the founder of The Value Builder System, maintains that business owners don’t do enough to make…

Mind Your Business: Are your employees optimistic?

“Culture eats strategy for breakfast” is one of my favorite business quotes (thank you, Peter Drucker). It means that  If your employees aren’t earnest about your vision, they won’t be ardent about your strategic plan. Consequently, your company will flounder.…

Family business power struggle

As one generation of management approaches its end, the life of the family business is jeopardized. According to the Exit Planning Institute, only about 30 percent of family businesses transition to the second generation. Twelve percent make it to the…