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How To Preserve a Founder's Mentality
Scott Leib’s article on “How to Preserve Founder’s Mentality During Your Company’s Growth Stage” is spot on. As companies scale from a hand full of employees to hundreds, business process best practices must be integrated into the fabric of the company.
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Posted in: Fueling Growth, Mike Shook | Tags: founders , entrepreneurship , development , strategy , success , strategic value | Comments (0) | View Count: (3211)
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The Value Proposition Road Map

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The Value Proposition Road Map
Successful business executives understand the importance of creating compelling business plans and models. They further understand that great plans will fail if they are poorly executed. In essence, the formula for success is one part great plan, one part great plan execution and one part great people. What is often not clearly understood is the importance early-on of creating a unique, compelling, high impact, and fully defensible value proposition. Our view is that the value proposition define...
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Posted in: Mike Shook | Tags: value , proposition , prop , excellence , growth , customer profile , problem solved , competitive positioning , ROI , entrepreneurship | Comments (0) | View Count: (4470)
So How Do You Compete? Making Sales An Integral Part Of Differentiation
Recently we conducted a workshop on “Breaking Free of Your Growth Constraints.” During a fairly in-depth discussion on how to create a scalable sales function, we posited the concept that sales should be a genuine source of differentiation for B2B companies. One member of the audience, who has incredible experience leading US-wide sales for a multi-national tech company, said “Sales as a differentiator…huh…never really looked at it that way.” With that light shed, he continued on by explai...
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Posted in: Fueling Growth, Will Shook | Tags: IP , strategic value , win rates , sales cycle time , forecast risk , differentiation , compete , entrepreneurs , entrepreneurship , B2B , McKinsey , pipeline , sales , differentiator , Sales | Comments (0) | View Count: (2986)
Seven Constraints to Business Growth by Mike Shook
Every leader of an emerging business knows that there are fundamentals that must be mastered to foster business growth and success. A quality solution offering. Excellent customer service. Focused sales. Targeted and compelling marketing. Money! If growth were merely a matter of assembling the talent needed to master those broad brushstrokes – and to secure financing – the path to success would be fairly straightforward. Yet according to a recent study by Inc. magazine and the National Busi...
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Posted in: Mike Shook | Tags: Entrepreneur , start up , seven , constraints , sales , segmentation , segments , customer , competition , differentiator , value proposition , value prop , alignment , passion , commitment , team , Growth | Comments (0) | View Count: (9962)
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