GENERAL Sales Funnel Management is a sales productivity tool that allows Salespeople and Managers, to manage the sales process. Managing the sales process is critical to ensuring long … [Read more...] about Sales Management Optics Funnel Management
How To Increase Revenues Through Market Segmentation
Sales revenue is the fuel for your business. Developing a product or service that provides value that customers will pay for is what businesses strive for. The revenue from these sales is what … [Read more...] about How To Increase Revenues Through Market Segmentation
Strategic Planning – Clear examples of Success
What is strategic planning?Let’s start with the most basic. Strategic planning is the process in which a business defines and executes a long-term plan to achieve organizational objectives through … [Read more...] about Strategic Planning – Clear examples of Success
How Accounts Receivable Impact Cash Flow and Net Profits
The extension of ‘credit’ is often very lax in the startup phase of a business, and usually, no written policy exists. Past due accounts receivable is often a result of not clearly defining the … [Read more...] about How Accounts Receivable Impact Cash Flow and Net Profits
How to Assess Revenue vs Profits for Business Health
Why to Learn How to Assess RevenueWall Street judges you on it. Shareholders demand it. Management scrambles to make it happen. Revenue growth is the mantra of modern-day business. Quarter by … [Read more...] about How to Assess Revenue vs Profits for Business Health
Increasing Profitability In A Organization
A challenge facing owners and managers of all businesses is how to increase the profitability of the company. The focus almost always turns to increase sales revenue. The strategy is to increase sales … [Read more...] about Increasing Profitability In A Organization
Forming Strategic Partnerships Checklist
Look around and you will see that at every level of business - from Nike and Apple to your local landscaper and painter - companies are joining forces. Strategic partnerships are becoming more common … [Read more...] about Forming Strategic Partnerships Checklist
The Secret to being a Successful Sales Professional
The best sales professional has an extensive set of tools that they can utilize to close a sell. One of the most important tools they have is called empathy. Empathy is best described as the ability … [Read more...] about The Secret to being a Successful Sales Professional
Want More Sales? Improve your Brand
The idea to improve your brand isn't new, but it can be a confusing concept for business owners. People think of branding as an “it.” They believe a thing (i.e., website, logo, catchphrase, … [Read more...] about Want More Sales? Improve your Brand
When Yesterday’s Advertising Methods Don’t Work Today
Today, businesses are becoming more dependent on the online world for the purposes of advertising. Whether it is all about advertising a product or service or to just simply to find more detail on a … [Read more...] about When Yesterday’s Advertising Methods Don’t Work Today
Net Cash Flow for Small Business Owners
Net Cash Flow for an SMB/E is a critical component of a correct cash flow analysis. To make a correct Net Cash Flow for an SMB/E the SMB/E’s accounting needs to be in at least good order. In general, … [Read more...] about Net Cash Flow for Small Business Owners
For Lead Generation, Look for the 3 A’s
A company’s sales plan is only as good as the people who execute it. Sales talent acquisition is an on-going problem for business owners. Too many companies have order takers who wait for the customer … [Read more...] about For Lead Generation, Look for the 3 A’s
Business Goal Examples For Any Small Business
Business goals are more than just numbers, they are what drive your business forward. As an SMB/SME owner, you have a purpose with your business just as you have a purpose in your life. Goals are … [Read more...] about Business Goal Examples For Any Small Business
U.S. National Small Business Week 2019
Remember U.S. National Small Business Week May 5, 2019, through May 11, 2019 Each year since 1963. the President of the United States makes the National Small Business Week proclamation. As of the end … [Read more...] about U.S. National Small Business Week 2019
Company Vision Should Emphasize Customer Service
How can you create a customer-centered culture that promotes quality customer service? This is one of those things that a lot of owners have heard about, sort of know they need but have no idea how to … [Read more...] about Company Vision Should Emphasize Customer Service
Understanding the Concept of Business Development
Business development is one of those strange business concepts. When you ask someone to define it, depending on their occupation, you will get different answers. People usually describe it based on … [Read more...] about Understanding the Concept of Business Development
Sales Performance and Improvement
Nearly all companies in business today prepare some forward-looking type estimate of what they believe their sales and gross revenue will be over the next revenue cycle at a minimum and most go out … [Read more...] about Sales Performance and Improvement
Diversification – Stack the Deck in Your Favor
Too many businesses stagnate, decline or fail because they are not adequately diversified. Diversification is one of the most challenging decisions a company can make, which is why most business … [Read more...] about Diversification – Stack the Deck in Your Favor
Generating New Prospects
Often times our clients need to generate additional revenue. They may have a dozen good reliable customers but in order to increase their profits or cover their overhead or replace customers who stop … [Read more...] about Generating New Prospects
Enhance Your Small Business Public Relations Efforts
As we continue our journey through 2018, we're keeping an eye on the host of trending public relations (PR) possibilities that will help small businesses continue to thrive.If we take the time to … [Read more...] about Enhance Your Small Business Public Relations Efforts
Quality Content: Editorials and Your Company Image
Recently, a study made by the Association of Management Firms (AMCF) found that approximately 93% participants believed that companies providing high quality thought leadership are in fact, better … [Read more...] about Quality Content: Editorials and Your Company Image
Sales Don’t Always Equal Profit
"I just need to sell more, and I'll get out of this hole.""I just need to sell more, and I can retire in five years.""I just need to sell more, and I'll be able to grow.""I just need to sell … [Read more...] about Sales Don’t Always Equal Profit
3 Ways to Maintain Long-Term Business Success
Human nature is inescapable, and we all experience its challenges from time to time. We do not mind doing a task that has to be done when it is easy, when we are interested in it, or when it does not … [Read more...] about 3 Ways to Maintain Long-Term Business Success
Ideas to Help Grow Your Small Architecture Firm
Service-based businesses often find that they simply don't make enough profit no matter how many clients they have or how amazing their staff members are.Let's take small architecture firms as an … [Read more...] about Ideas to Help Grow Your Small Architecture Firm
Fundamental Sales Planning
PRELIMINARY CONSIDERATIONSOne of the first considerations is the determination of the sales revenue required by the company to meet its payroll, expenses and desired profit. Are we expecting sales … [Read more...] about Fundamental Sales Planning
Experiential Marketing – Don’t Just Explore It, DO IT!
Many small business owners, whether they are just opening their doors or they've been in business for awhile, often find themselves lost in the digital noise, face in their hands, repeated sighs, … [Read more...] about Experiential Marketing – Don’t Just Explore It, DO IT!
Contractors Should Evaluate Their Sales Force Often
Attempting to read the housing market, so far this year has become challenging at best. In 2017 nearly everything driving the housing market teetered on what would remain after the natural disasters … [Read more...] about Contractors Should Evaluate Their Sales Force Often
Trend Analysis: Better Understand Your Business
A trend is a pattern in the company's performance over time. While trend analyses are often used to determine and evaluate financial performance, they may also be utilized to highlight statistical … [Read more...] about Trend Analysis: Better Understand Your Business
SWOT Analysis: Better Understand Your Business
What is a SWOT Analysis? SWOT is an acronym for Strengths, Weaknesses, Opportunities, and Threats. The analysis utilizes these headings in a quadrant format (Fig. 1) to list core competencies and … [Read more...] about SWOT Analysis: Better Understand Your Business
Get to Really Know Your Customer (And Make More Sales)
Ask a business owner what he needs to make his company successful, and most likely he will say "sales."Then, using the questions below, ask him about his customers, and most likely he will give … [Read more...] about Get to Really Know Your Customer (And Make More Sales)
Consider These Big Advertising Changes in 2018
If you own a small or midsize business, whether online or bricks and mortar it's quite likely that you're aware of the difficulties directly related to the insane balancing act between running the … [Read more...] about Consider These Big Advertising Changes in 2018
Lifecycle Marketing Is Rapidly Taking Center Stage
Lifecycle Marketing - Is rapidly becoming regarded highly as one of the most effective avenues to acquiring and retaining clients/customers and incrementally increasing small business profitability. … [Read more...] about Lifecycle Marketing Is Rapidly Taking Center Stage
5 Must Have Traits to Inspire in Your Inside Sales Team
If you want to build a wildly successful inside sales team, here is a list of 5 traits you must inspire in them as a business leader: 1. Focus 2. Confidence 3. Authority 4. Permission 5. … [Read more...] about 5 Must Have Traits to Inspire in Your Inside Sales Team
Do Not Lose Focus on Sales – Ever
You are in business to first, last and always sell something.This is such a basic tenet of business it deserves a "duh" and head slap. And yet, it is amazing how many business owners do not follow … [Read more...] about Do Not Lose Focus on Sales – Ever
The Art of the Forecast
Developing an Accurate ForecastIt has often been said that forecasting is a waste of time. After all, it's just a guess and as such will only generate inaccurate and unreliable information. Well, … [Read more...] about The Art of the Forecast
The Difference Between Order Takers and Salespeople
When a small business owner talks about the goals he has for his company "make more sales" is usually high on the list. Not enough sales are an on-going concern, and frustration, for the typical … [Read more...] about The Difference Between Order Takers and Salespeople
Do Not Let Single Customer Dependence Hurt You
Over the years a lot of major industries have had boom and bust cycles - manufacturing, steel, auto, rubber, construction and infrastructure. Some industries have recovered from the bust phase, while … [Read more...] about Do Not Let Single Customer Dependence Hurt You
Trade Shows. Can they work for you?
Nearly every business owner at some point in time confronts the decision of participating in a trade show - not as a visitor but as an exhibitor. This decision may seem like a wonderful idea. Or, it … [Read more...] about Trade Shows. Can they work for you?
6 Ideas for Creating Positive Cash Flow
Remember when you were in high school math class and you said, "This stuff is stupid. I'll never use it in the real world." Well, as a small business owner, it is time to realize that you were partly … [Read more...] about 6 Ideas for Creating Positive Cash Flow
Cross or Up Sell to Add Value to the Customer
At most of the places we shop today, employees often ask customers if they need anything else with their order. It could be the clerk at the deli counter asking you if you would like any cheese with … [Read more...] about Cross or Up Sell to Add Value to the Customer
Getting the Work
As a Regional Vice President for Cogent Analytics, I, have the unique opportunity of meeting with three to four small business owners one-on-one almost every day of the year. I have been in the … [Read more...] about Getting the Work
