Growth Insights for CEOs

Are You A “Level 5” Leader? How Cool Confidence Can Foster Sales Success

Posted by Gary Fassak

On a recent sojourn, I had time between flights, so I joined the throngs of fellow travelers who had taken up residence in one of those oversized rocking chairs. As I sat working – and rocking – I observed the airport’s massive food court, which featured an amalgam of fast casual and upscale restaurants. 

One of the restaurants, in particular, seemed to have the magic formula to attracting throngs of hungry travelers – despite the fact that it was a well-known fast casual concept with thousands of units around the world. 

Though it was abuzz with activity, the employees were doing a great job of keeping up with the pace. Napkins were perfectly lined up; the counter was spotless; and the employees genuinely were smiling. Everything seemed tidy and welcoming. When customers approached, they received a greeting that far exceeded the expected for such an establishment. Even from a distance, you could see the employees smiling, the customers smiling, exchanging a few pleasantries, wishing each other to have a great day.

Read More

The 1 Percent Secret: How to Price Your Product for Mid-Market Revenue Success

Posted by Karen Hayward

Psst. I have a secret for you, CEO. How would you like to learn one easy, surefire way to immediately add more than 10 percent in operating profits to your bottom line?

Before you declare this another attempt at “fake news,”– let me assure you, this is a legitimate, real, and practical offer.

Though it requires very little in terms of effort to achieve – it does require a leap of faith, and resolve of focus, that many CEOs have either been reticent, or reluctant, to make.

Read More

CEO Shares How He Grew His Stained Glass Business with the Help of His Peer Advisory Group

Posted by Neil Anderson

Business increased by 300% since joining Vistage

Chief Outsiders Fractional CMO, Neil Anderson, has a conversation with Vistage Member and CEO of Scottish Stained Glass, Martin Faith, about his experience with Vistage, an executive coaching organization that provides leadership training and business coaching to CEOs and Executives.

Read More

CEOs: Go Deep for your Customers!

Posted by Deborah Fell

Part 3 of Creating Sustainability for the Business

A Sea of Sameness

“So, what do you think of our website?”  This was a new client—at my first on-site meeting with the CEO. 

“You have great product merchandising, well-written features and benefits. Could use some work on the ecommerce side,” I replied.  “What I’m not clear on, though, is this, ‘Who is your customer, and how do you help them?’”

Read More

A Best Marketing Practice: Cultivating “Lead” Customer Relationships for Breakthrough Products and Services

Posted by Mark Coronna

It’s been many years since I learned what a “lead” customer is and how to build lead customer relationships to build confidence and reduce risks of new product or service launches. The concept of a lead customer, or lead user, is probably one of the most beneficial best practices I’ve used in marketing and product management roles. Want to design and launch a breakthrough product? The lead customer approach is absolutely a winner.

The lead user methodology was originally developed by Dr. Eric von Hippel of the Massachusetts Institute of Technology (MIT) and first described in the July 1986 issue of Management Science. You can read a revised version of the original article here.

Read More