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Jun 21, 2011 Making Marketing Toe the Mark

Most small businesses do not have marketing, but too many of those that do, don’t get what they need from it.

Jun 18, 2011 CRM Failure Guarantee
Major industry research surveys conducted over the past several years, concluded that... 60% to 70% of all CRM / SFA projects fail! Why is a matter for discussion, but included here are some reasons that are guaranteed to cause failure.

Jun 14, 2011 Analytics Brings More Profitability
Another good piece of information that we think is still relevant today.

Jun 12, 2011 Is Branding for you?
Many marketing consultants promote ‘Branding.’  If you listen to them, this is the answer to slow sales. 
Proponents of ‘Branding’ point to major products or companies as proof of its worth.  But does it work for a small company?

Jun 10, 2011 Perfect CRM
An excellent article that explains what CRM truly is and why it does not take technology to accomplish it.

Sep 24, 2010 Stop Throwing Business Away!

What do you do when a prospect says they don’t want to buy? Most companies discard the lead and move on. Many times, prospects say no because they are not ready yet.

Through lead nurturing, you can move unqualified leads back into a nurturing process, with the right marketing messages. This process helps you to develop them into future "ready to buy" leads. As you may already know, moving unqualified leads into pre-qualified leads is a matter of....

Sep 18, 2010 CRM Strategists or CRM Software experts - which one to choose?
As a business owner, you really aren’t looking for a CRM, you are looking at a way to improve how you do business. That would suggest you find someone who knows CRM from a business context, what it can do to help a company, and how to avoid pitfalls. Such a person would be more adept in analyzing your specific requirements. They could then provide you with......

Apr 1, 2010 Strategic and Tactical Planning: Understanding the Difference

Many small business owners and operators do not spend much time planning for their business success. The biggest reason, in my opinion, is that they are not aware how easy it can be. Most owners, when they hear the words Strategic Planning or Tactical Planning, get a glazed-eyed look on their faces. Actually, these can be rather simple tasks to manage if you understand a few things....

Mar 29, 2010 The Hidden Sales Multiplier.....

Many salespeople think, the sales process is finished when the deal is closed; when really it is just the start of the next sales cycle. The things that you do right then will determine whether you’re successful as a sales professional. Here is what I mean; do you want another sale from this contact? Do you expect, or at least, hope to get referrals from them? One Sale, or .....

Mar 28, 2010 Is Your Compensation Plan Designed For Success?

Some companies recognize the link between compensation plans and their success. Others fail to understand that the sales compensation plan is a critical factor in keeping and rewarding their best sales people, and their sales suffer for it. Here are some tips about how to do it right.

Dec 15, 2009 12 Ways to Expand Your Marketplace
When expanding your business, you should explore all the strategic alternatives available to you. Select the one that makes the most sense and then prepare a plan on how to implement that strategy. We present some of those alternatives below.

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