How important is vision within our company? It's hugely important. How can we expect to have everyone going in the same direction and focused on the outcome that we're looking for without a clear vision that is succinctly stated to everyone on our team?

Do you have a sales process? A written sales process that defines the life cycle of your customer with your business? Is it important? Should you have one? Of course you should! Otherwise, we wouldn't be talking about it.

Today we're going to look at your point of fascination. This is basically your point of engagement and what makes customers raving fans of you. This is really important!We've already talked about three points of differentiation, the three ways that your business is unique from another business.

Today we're looking at defining what we really sell. It's not so much the product or service that we provide to our customer, but it's something else. What is it? It tends to be a result or an outcome.

Today we are going to talk about how to identify your target market or ideal customer. One of the exercises that's useful to do is to try to create an avatar of your ideal customer.

Today, I want to talk about "sweet spot", which is basically understanding the sweet spot of your company. Once you figure out your sweet spot, you'll stay focused in on what makes the most sense for you and for your team.