Description: Data shows that maintaining customer relations was a huge challenge for midsize companies in 2020. In-person sales is often a crucial differentiator for these companies, which have fewer resources to put into digital selling tools and training than larger firms. But some midsize companies have adapted to virtual selling and have not only held their own during the pandemic, but increased sales. They’ve done so by using online connections to humanize interactions, creating greater sales process efficiencies, and bursting out of traditional geographic boundaries.

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Overly focusing on revenue ignores other factors that can mean the difference between success and failure. Making the change to obsess on an EBITDA-based performance metric is a powerful way to improve your profits and valuation.

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How Marketing Helps Midsized Companies Get Mighty is the topic Robert Sher undertakes in this Marketing Thought Leadership Podcast. In this interview with Linda Popky, Rob talks about the biggest mistakes he sees marketing leaders at midsize companies make. He discusses the role of marketing in reducing the risk of fumbled acquisitions, as well as how creativity and discipline can coexist effectively.

Listen to the entire podcast here.  

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CFOs at fast-changing, high-growth organizations become more strategic business partners by working with sales to derisk the business plan. Read this new article on CFO.com.

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CEOs aren’t in sales, but they have a critical role to play.  Dennis Raefield of Mace Security International (OTCQB: MACE) shows us that the proactive CEO is key in landing and retaining key customers.

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Who has greater moral authority, the classy start-up or the established brand?  Small companies are presumed to possess integrity and higher quality. But is this conclusion always valid?

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Changing economic environments can kill business predictability. High level executives may have to work cross-departmentally when needed to galvanize the right combination of efforts. But they must do one thing for sure:  stop thinking about it and get out there.

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The market and your competition are changing all the time. Similarly, the sales and marketing function of your business needs tending all the time. But which principles apply to business aspects that are 80% science and 20% art?

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Though small retailers struggle to compete with mega-stores, they have the potential to provide services their large competitors can never match. A changed mindset may transform the traditional retail relationship.

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It takes time to build relationships and hold face-to-face meetings.  Learn how you can build strong client bonds by playing to your strengths, from the experiences of Bob Klotz, CEO of Bayside Solutions, a staffing firm.

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