Business owners often face hidden obstacles that limit growth, profitability, and operational efficiency. On today’s episode of Power Lunch, Jay Abraham, business strategist, executive coach, and CEO of The Abraham Group, outlines nine “sticky points” that hold businesses back and provides actionable steps to remove them, helping entrepreneurs multiply results and expand market reach.
Identify where your business is stuck
Abraham emphasizes that most businesses are stuck in multiple ways without even realizing it. Growth stagnation, inconsistent revenue, and missed opportunities are often symptoms of friction points in the business system. Leaders should evaluate all areas of operation, identify the most critical bottleneck—the “log jam”—and remove it first, freeing up resources to drive predictable revenue and improved profitability.
Understand your competition
Many entrepreneurs focus on losing to competitors without truly analyzing why. Abraham encourages business owners to identify all forms of competition (local, national, online, or alternative solutions) and understand what competitors are doing differently. Tracking promotions, advertising, service delivery, and customer experience reveals opportunities to differentiate and reclaim market share.
Optimize lead generation and conversion
Business owners must assess whether they are generating enough leads, whether those leads are qualified, and how effectively they are converted. Abraham highlights the importance of consultative selling: emphasizing benefits over features, simplifying the buying process, reducing risk for clients, and encouraging repeat business and referrals. Each improvement in these levers can significantly increase revenue without additional marketing spend.
Manage erratic business volume
Inconsistent revenue often reflects gaps in ongoing customer engagement. Abraham advises running consistent campaigns, promotions, and outreach to maintain a steady pipeline. New inquiries, repeat clients, and strategic follow-up activities ensure that revenue continues even during slower periods.
Strategize, don’t just act
Strategy separates thriving businesses from those merely reacting to market conditions. Abraham stresses that business owners should define a clear end game and align every decision with it. Treat every investment of time, money, or resources as a strategic move, measuring risk and expected return. An effective strategy always outperforms ad hoc tactical actions.
Control costs and maximize profit
Businesses frequently see profits eaten by rising costs or missed upselling opportunities. Abraham recommends bundling products or services, negotiating vendor agreements, and leveraging existing business assets. By turning fixed costs into variable ones and focusing on profitable levers, entrepreneurs can expand margins without increasing risk.
Avoid marginalization in the market
Abraham emphasizes the importance of being preeminent in the market. Entrepreneurs should clearly define the “reason why” customers choose them over competitors and position themselves as trusted advisors. Referring to clients as “clients” rather than “customers” creates a deeper fiduciary relationship and signals value beyond mere transactions.
Revamp marketing for maximum impact
Mediocre marketing is a common sticky point. Abraham encourages targeting the right audience with precise, compelling messages, demonstrating superior value, and building attention and trust before driving sales. Aligning with industry partners, associations, or influencers can concentrate marketing efforts and increase efficiency while reducing costs.
Leverage time and talent effectively
Entrepreneurs often fall into the trap of doing everything themselves, wasting time on low-yield activities. Abraham advises focusing on high-value tasks, outsourcing or delegating the rest, and investing time in areas that generate the greatest returns. Operating in one’s “superpower zone” multiplies results without additional resources.
Grow even in a downturn
Economic uncertainty does not eliminate opportunity. Abraham notes that when competitors cut back on service or engagement, businesses that proactively identify needs and deliver superior outcomes can capture market share. Strategic partnerships can also provide direct access to customers, reducing risk while expanding reach.
Take action on sticky points to drive growth
By addressing these nine sticky points, small- and mid-size business owners can remove bottlenecks, optimize operations, and generate sustainable growth. Abraham’s framework emphasizes actionable steps, resource efficiency, and strategic thinking, equipping entrepreneurs to thrive even in challenging markets.
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