How much are you investing in growth this year? Next year? What customer segments may be a good tangential match based on your capabilities? Too busy to deal with that right now? You're not alone. Most distributors emerged from defensive mode and started implementing growth efforts. How quickly priorities can change.
Many distributors are chasing the "old" business that bounced back; growth initiatives into new segments got pushed off the stove. It's an entirely natural reaction to pour resources into immediate revenue generators. But how much future growth is mortgaged to chase today's pendulum? Sales-driven organizations go 1,000 miles-per-hour in the direction of today's money. Marketing-driven companies throttle back and use navigation tools to plot a longer and less ...
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How much are you investing in growth this year? Next year? What customer segments may be a good tangential match based on your capabilities? Too busy to deal with that right now? You're not alone. Most distributors emerged from defensive mode and started implementing growth efforts. How quickly priorities can change.
Many distributors are chasing the "old" business that bounced back; growth initiatives into new segments got pushed off the stove. It's an entirely natural reaction to pour resources into immediate revenue generators. But how much future growth is mortgaged to chase today's pendulum? Sales-driven organizations go 1,000 miles-per-hour in the direction of today's money. Marketing-driven companies throttle back and use navigation tools to plot a longer and less ...
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