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Marketing, Finance
Dial Up Your Brand Value With Marketing
Use marketing and brand to increase your perceived value so you attract customers who will pay more for your services.
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Management
Maintaining Brand and Reputation While Outsourcing
Outsourcing is your friend, but let's talk about how to control your brand when subcontracting to freelancers and other suppliers.
A hand points a pen at a blue graph about reputation on a laptop screen in front a large window framing a setting sun.
Strategy
Why Aren’t We Talking About RFPs Anymore?
Requests for Proposals (RFPs) were the pre-pandemic norm in our industry, the way buyers and sellers came together to do...
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Strategy
The Pre-Exit Checklist
When should an owner start thinking about selling their business? Some will be surprised by the answer. An owner should...
Sales
How to Move Ahead With a Sale When Negotiations Come to a Stop
Some negotiations are easy to overcome. When a client objects that your price is too high, doesn’t understand the price breakdown, or claims you made a mistake, you can deal with the objection simply. You simply diffuse it and move on. It’s barely a blip on your radar. But there’s a more difficult type of objection that poses the threat of bringing the entire negotiation to a stop. When these come up, there’s a real likelihood that all the work, proposals, and your many attempts to really understand the client may have been for nothing. These are second-level objections.
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Sales
The Focus on Customer Experience Has Shifted
Customer experience is how the client feels about you during every interaction at every step along the way, starting from the very beginning.

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Since 2006, Tom Stimson, owner of The Stimson Group, has worked with over 200 AV companies and organizations on business strategy, process, marketing, and sales.

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