Business Advice

61. Selling Versus Telling 3/28/2016

    There seems to be an age-old debate regarding the differences between selling and telling. When I make sales calls with my clients’ salespeople, I’ve noted an increase in the number of sales calls which are inappropriately identified as selling. More often than not, these people are telling.

62. Why March 19 Is The Most Important Date Not On Your Business' Calendar 3/18/2016

    Let’s face it — you can work hard, have a great team, and offer great products or services, but it’s ultimately your customers who keep the business going and growing. While this has always been true, today’s technology is enabling an unparalleled awareness of customer centricity for small businesses. In fact, Walker Consulting predicts that in the next few years the most successful businesses won’t be winning based on price or products, but on their ability to deliver amazing customer experiences.

63. It's Astonishing How Problematic Business Can Be 3/10/2016

    At least, it is to me. Astonishing, that is. You see I’ve been in the business of transforming small business for 40-plus years. I’ve walked inside of every imaginable kind of company, from one person to 10,000 person companies.

64. Surefire Strategies For Raising Capital 3/8/2016

    ISV panelists provide advice from the trenches on how to fund your software business.

65. An Insider's Guide To Raising Capital 3/8/2016

    Financial experts weigh in on how to raise capital for software companies.

66. There Is No Magic 3/7/2016

    One of the benefits of having been in the sales coaching, consulting, and training business for the past 40 years is that I've had an opportunity to see a lot of so-called magical solutions come through our industry. There have been training programs with hypnotic closes associated with the program. There have been all kinds of gadgets and devices intended to help salespeople sell more.

67. 5 Keys To Successfully Rebranding Your Business 2/29/2016

    The New Year often brings with it new business ambition. Whether it’s setting new financial goals, planning for growth and expansion, launching a new product line, or anything in between, chances are that branding and marketing are going to play some sort of role in the process. And if you haven’t touched up your logo, refreshed a tagline, or optimized any marketing or advertising campaigns for some time, it might be time to consider a rebrand.

68. Sales Compensation With Consequences: The Missing Link For Predictable Performance 2/24/2016

    Countless hours, dollars, and efforts have been put into creating and recreating sales compensation plans. Management frequently says things like, “If I worked for me, I’d be making a ton of money!” We mistakenly feel that creating a comp plan that rewards sales success is the best way to produce a behavior change.

69. 5 Insights Into Successful Channel Relationships 2/23/2016

    Give a man a fish and you feed him for a day; teach a man to fish and you feed him for a lifetime. What can vendors do to develop mutually profitable channel relationships with their partners? Teach them to fish? Well, something like that.

70. Finding A Better Way 2/16/2016

    You’re an IT Pro and your client is a small to medium-sized business, or a large corporation, or a government installation, or a retail conglomerate, or a call center, or a restaurant chain, or a university, or a hospital. Your clients are anywhere there is a computer on someone’s desk: at a POS station or in a digital sign. You get the idea — your responsibilities, “your” computers, are everywhere and do everything.