When we talk revenue growth and revenue performance, it is easy to focus on business and leave out the why. Why you joined or started the company. Why you spend 60-plus hours a week devoted to your role. Why you have helped develop and position your solutions to solve real problems and help others prosper.
I am talking about your customer, your target audience. And while focusing on the customer may seem like apples to the oranges of your revenue performance, in fact every single strategy for growing your business will be successful only if you have your customer front and center in your rationalization.
Seek to Serve, Not to Sell
When you want to explore cross-selling, the question is not what products you can push on your customers. It is: What other problems are my customers facing that my product portfolio can address? What status quos can I help them break free
