Best Practices

Customer Segments Change: You Need a Segmentation Maintenance Plan | The Sterling Woods Group Blog

Customer Segments Change: You Need a Segmentation Maintenance Plan

Devising strategy and direction for your organization should never be a one-time event. Any number of factors can affect what your business does, how you do it, who you sell to, and where you fit within the context of your industry and the world at large. That’s why a segmentation exercise must be a regular …

Customer Segments Change: You Need a Segmentation Maintenance Plan Read More »

Averages Lie: Going Beyond Basic Statistics To Find Your Best Customers | The Sterling Woods Group Blog

Averages Lie: Going Beyond Basic Statistics To Find Your Best Customers

When someone asks who your typical customer is, how do you answer? Chances are, you think about the largest segment of your audience. If that sounds correct, stop right there. Many companies mistake their average customer for their best customer. After all, if you’re selling mostly to one group, aren’t they the folks with the …

Averages Lie: Going Beyond Basic Statistics To Find Your Best Customers Read More »

Connect the Dots Between Buyer Personas and Revenue: Identify Your High-Value Segment | The Sterling Woods Group

Connect the Dots Between Buyer Personas and Revenue: Identify Your High-Value Segment

We recently explained the importance of crafting rich buyer personas based on data rather than anecdotal evidence. Very few organizations serve only one type of customer. Your buyer personas, therefore, represent a number of customer types you interact with regularly. The creation of detailed buyer personas can feel like an academic exercise. It’s about sorting …

Connect the Dots Between Buyer Personas and Revenue: Identify Your High-Value Segment Read More »

Scale Your Professional Services Firm Without Working Overtime | CEO Campfire Chat | The Sterling Woods Group

Scale Your Professional Services Firm Without Working Overtime

All professional services firms face the same challenges when trying to scale. The product they sell isn’t an item—it’s their team’s time and expertise. When you have a specific number of employees, each with a finite number of hours in the day, how do you grow your business without demanding more time and energy from …

Scale Your Professional Services Firm Without Working Overtime Read More »

Growing Through Complexity with Commonsense Strategies | Sharon Love | CEO Campfire Chat

Growing Through Complexity with Commonsense Strategies

How does one leader manage the complexity that comes along with running a multinational organization with thousands of team members that goes to market under more than two dozen brand names? That’s the question Sharon Love, President and CEO of Community Brands, answers every day in her work. Community Brands is a consortium of 33 …

Growing Through Complexity with Commonsense Strategies Read More »

How Company Culture Influences Organic Growth | David Kinsley | CEO Campfire Chat podcast logo

How Company Culture Influences Organic Growth

David Kinsley didn’t anticipate taking over the family business. In his teenage years, he dreamed about becoming a Wall Street power broker, vacationing in St. Barths, and living a life filled with the finer things. But when a chronic illness upended his first two years of college, his life changed course. He finally found relief …

How Company Culture Influences Organic Growth Read More »