Your Marketing Plan Matters

The Importance of a Plan Recently I have been working with a couple of different companies on marketing and business plans.  This morning, while preparing for a two day meeting with a security software company in Florida, it occurred to me how important it is for every sales person to have a plan in place […]

The Aha from Yesterday’s Strategy Session

I returned from DC last night, having spent the day with a solution provider in the software space.  One thing  that stands out and is worth repeating here is the discovery of a profit multiplier.  According to Jim Collins, every company should have an economic engine, and most resellers can put more on the bottom […]

This is NOT Consultative Selling…

Selling installation services along with your product is not consultative.  Neither is training, RFP responses, fulfilling orders, or selling to those who already know what they need.  Most of these things are sold on price alone.  There may be a hint of existing customer loyalty, but in today’s economy, don’t expect that to last.  If […]

Do you Create Business or Just Fulfill It?

Do you create business or just fulfill it?  Look at your pipeline…where do your deals mostly come from?  Referrals?  Referrals are good, however, there just aren’t enough of them.  When the economy is weak, companies cut back on expansion, decision making moves higher up the ladder, and sales cycles lengthen.  Only those who are able […]

Raising Entrepreneurs…quotes from the week

We’re back from a week of home school training – but along with great ideas for schooling comes some great thought provoking business concepts from the sessions I attended: We need to be writers – writing forces you to think precisely.  This in turn enables you to speak persuasively.  Whether selling or running a business […]

The Profit Program Workshop

Mark your calendars for January 20-21, 2010. This will be the first time we’re opening this workshop up to multiple companies – get ready for the most dynamic workshop experience you’ll ever have.  We cover strategies on accelerating your business growth in 2010, establishing value based fees, developing financial stability through managed offerings, sales and […]

The Final Episode on Business Planning

Well, I’m glad I wasn’t traveling from NY to Charlotte yesterday, a flight I’ve taken often!  In case you missed the water landing, check out Wall Street.  On to business, today’s podcast brings us to the third and final discussion on business planning  – click the link to find out more.  Make sure you have […]