Small businesses have one major thing in common, it’s the need to identify and target their best customers. Wasting time and money on the wrong customers is a mistake no entrepreneur can afford.
That might sound obvious. Who wouldn’t want to increase their number of great customers? But most business owners overlook a mandatory component of growth: strategic processes. They’re afraid of formalized structure because it sounds dull. They often think they can delay implementing firm processes until their business is larger, but it should start sooner rather than later.
But in the absence of good processes, they chase any and all customers they can. They sell a variety of goods with no specific brand image. They eventually realize that it wasn’t worth it and is worse than not having acquired new business. This roundabout method costs significantly more time and money than doing everything in a more structure method, and no one wants that.
Read more of what LeadMD’s CEO, Justin Gray has to say in the full article on Inc.
Meet Justin Gray
Justin is a serial entrepreneur and the CEO and founder of LeadMD, the world’s largest revenue operations agency having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them, with successful exits of over 200MM+ in the last decade. Justin’s latest endeavor launched in 2016 when he co-founded Six Bricks an online learning startup designed to combat employee and customer churn through experience-based education. Over the past 10 years, Justin has emerged as a strong voice for entrepreneurship, marketing and culture. As a recognized speaker, Justin has been published over 350 times in industry publications and holds his own column, Tribal Knowledge in Inc., while writing for Entrepreneur, Tech Crunch and others. Justin and his wife Jennifer met over marketing and three years later welcomed their son, Grayson, into the world in April of 2017.