Customer Expansion: Seven Signals Inside Existing Accounts
Use customer expansion to identify evidence that a customer is ready for a useful next outcome. Includes a practical framework, examples and next steps.
Jorge Gadelha
Jorge Gadelha is the editor and author behind My Business Notes, where he publishes practical educational content on business strategy, marketing, sales, management, and strategic design.
Stages of Awareness: Adapt One Message Without Losing Focus
Use stages of awareness to adapt proof and language to readiness while preserving one central value. Includes a practical framework, examples and next steps.
Decision Metrics: Measure What Changes the Next Choice
Use decision metrics to connect every metric to a decision, threshold and responsible owner. Includes a practical framework, examples and next steps.
Stop, Continue, Start: A Practical Business Review
Use stop continue start to turn evidence from recent work into explicit operating decisions. Includes a practical framework, examples and next steps.
Strategy Diagnosis: Find the Challenge Behind the Symptoms
Use strategy diagnosis to define the real obstacle before choosing goals or initiatives. Includes a practical framework, examples and next steps.
Awareness to Action: Match Content to Customer Readiness
Use awareness to action to connect each content choice to the customer’s current decision stage. Includes a practical framework, examples and next steps.
How to Write a Value Proposition People Understand
Use value proposition to explain useful value in language a customer can recognise and repeat. Includes a practical framework, examples and next steps.
Lead Qualification: Why a Lead Is Not an Opportunity Yet
Use lead qualification to separate early interest from a commercially viable opportunity. Includes a practical framework, examples and next steps.
Message-Market Alignment: A Practical Four-Part Map
Use message-market alignment to align the customer, problem, value and evidence behind one message. Includes a practical framework, examples and next steps.
Sales Qualification: Find the Right Next Step
Use sales qualification to assess problem, impact, priority, timing, fit and decision conditions—and agree on a mutual next step.
