Tenacity | The Blog
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The Blog

Proud Capitalists From time to time, when I give the “elevator speech” about what we do at Tenacity, people will respond by asking how we ever got into the business of client retention in the first place.  A witty, but not entirely untrue, reply is that...

“The Top 10” We have to give David Letterman the credit for inventing, or at least popularizing, the “Top 10” idea.  In many endeavors, it really is a sound discipline to thoughtfully list out and prioritize the reasons that you may want to do something –...

Selling From the Inside The second of the three keys to profitable growth is to sell more to the clients that you already have.  Many acquisitions are pursued and consummated with the belief that a firm’s existing base of clients presents a ready marketplace for new...

The Only Value That is Relevant Do you remember Sales 101?  One of the first lessons is the difference between features and benefits.  Here’s a quick review: Features are the elements of an offering, e.g. “We have the most sophisticated purchasing program in the industry.” Benefits, on the...