Strategy

How To Attract Investors To Your Ideas

In all the forums and advice groups in which I participate, this question (and its many variations) is a common one. Not all businesses look for investors, but the answer to this question serves business owners in general planning as well, so it is always worth addressing. Indeed collecting the information you may need to…

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Objections Make Good Questions

I have said it before and will say it again: Objections, in sales, are an opportunity for a conversation. When a prospect raises an objection, she is telling you something about what she needs. And that is an opportunity to ask more questions and continue the conversation. The Objection Conversation In a previous post I…

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Exit Planning: Can Your Business Run Without You?

You use your craft to start your own business; it lives; it grows. And at some point, you also want it to work without you. At some point you will want to exit. Whether looking to leave the day to day completely, or rather focus only on certain activities, at some point the business will…

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Better Time Management: Schedule What’s Important

It makes me flinch a little every time: somebody powers up a computer, opens their calendar and suddenly its notification chaos. There are overlapping commitments, at least seven different colors for different event types, and event titles that say little or nothing… “meet with Pete”, … “Design”, … And yet: those are the people who…

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Business Values: Management Starts Before You Hire

It is the eternal dilemma of the manager or business owner: how to manage people with inspiration, leadership, and motivation, still maintaining a results-driven approach? Of course you want to nurture your team, let people develop their strengths, create a job they will enjoy, and more. But not to the detriment of meeting targets. How…

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Educational Sales

“What should I do with this email list?” Not an uncommon question, and there are numerous strategies and tactics you can employ to make the most of your email list. But before you design your cadence, you must determine your governing strategy, which is more about your business than it is about your email list.…

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Innovate Always

It is a growing trend to see businesses allocate specific time to strategy and innovation. And that’s a good thing. But it shouldn’t stop there. Innovation will be effective if it is based on the correct information. That information gathering should be happening continuously. Here are two ways you can build innovative thinking into your…

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Educational Sales – the What

Last week we took a close look at enterprise sales and the various level of customers within each client organization.  This led us to Educational Sales. But what is educational sales? And how do you do it? Why educational sales B2B sales will always be decision by committee. And not all people involved in the…

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B2B Sales – Selling to Enterprise

A recent project I had included writing a sales strategy for a company that sold an outsourced business service to larger business clients. In other words: B2B service sales. The trick was: their target clients were companies who did not currently have this function in house. Hence their need to buy an outsourced solution. Many…

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Passion Needs Action

It is helpful, every now and then, to get a little bit philosophical. Last week’s look at passion was a chance to remind yourself that working through the challenges and successes of running a business is part of the fun. Or “fun”. It does not, however, stop there. Passion, to have impact, requires action. And…

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