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More Buyer-Centric Ideas for Transforming Your Customer Acquisition Process
Winning Moves to Accelerate Winning New Customers
In the startup world, there are microcosmic metrics that are critical to founding teams, acting as indicators for whether the business will live to see another day.  No kidding.  One of the sobering metrics, coined by Paul Graham, is “Default Alive or Default Dead.”  Translation: if we keep doing what we are doing, do we [...]

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What’s a Fit and Ready Prospect?
Many established Small Businesses are missing the buyer-centric revolution occurring throughout the last decade that is transforming the way companies create, market, and sell new products and services. Companies that have been offering the same products or services for a decade or more tend to remain unaware that the buying preferences of their Network of [...]

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3 Big Rock – Winning Moves to Accelerate Customer Acquisition
Are you familiar with the ‘big rock’ principle?  The big rock principle is illustrated through a symbolic exercise: First, fill up a jar with big rocks; next, pour in gravel to fill the crevices between the rocks; next, pour in sand; last, pour in water.  Going through this exercise illustrates that if you focus on [...]

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Making the Customer Acquisition Process Your Competitive Advantage
Could you ever imagine yourself claiming that the way in which your company acquires new customers is your top, competitive advantage? Many CEO’s can’t fathom this. Only 3% of companies ever get bigger than $10 million. Many in this small business majority stay small by design, preferring to maintain a lifestyle business.  Other CEO’s, who [...]

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