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....
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 .....
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, 200912 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.
Dec 13, 2009Are you playing Whack-A-Mole?
Almost everybody is familiar with the video game Whack-A-Mole or some variation of it. Using the same analogy related to your business or work life. Most small business owners, spend their day running from one fire to the next. Familiar?
Dec 4, 2009Getting the Right Message to the Right Group
Your marketing message should be crafted to match the current stage of the customer. These stages will change over time and you should continually adjust the contact's group based on the criteria you establish.
Dec 3, 2009Two Methods for Implementing Business Automation
We are continuing with our series on Business Automation. Continuing on from the last article, Business Processes and Business Automation, where you have agreed with your client on the terminology you will use, and the business conditions which will determine program branching. You should have started using the Zachman Model at the Planner and Owner levels to ensure that any business automation you develop is established within the context of the client's business.
Dec 2, 2009Business Processes and Business Automation
Once a business owner acknowledges the need to automate their business, they will need tools to document their current processes, if the business owner is to retain the 'magic' which makes their business special. Since the real processes for a small business are often performed by, and in the minds of, employees, the research must include them. Failure to capture this information can cause the automation effort to fail dismally, usually to the delight of employees who view automation as an attempt to replace them.
Mention Business Automation to a small business owner, and you will most likely get a blank stare. Yet the small business owner needs to automate as urgently as his bigger siblings if he is to survive. This article gives the VAR a plain English explanation of Business Automation that they can use with prospective clients, and a simple method to identify those areas of the client’s business which most need to be automated.
Whether you recognize it or not, most CRM Value Added Resellers are prime movers in the automation of business. Every small business can benefit from business automation in some fashion, and enough tools now exist that custom programming isn’t necessary. Business Automation need not be mysterious and unattainable. In four articles, we cover fundamental aspects of business automation.
Nov 5, 2009CRM for small businesses; pipe dream or reality?
Many small businesses believe that CRM won't help them or they can't afford it. The reality is that they can't afford not to have it in place. This article explains how you can implement it successfully
The vendor, the supplier, or the end user?
While this is an older article, the content is, in our opinion, still relevant today.
Aug 1, 2009Successful Internet Marketing
This article provides a road map for you to successfully move a sales prospect through the levels of marketing to a close sale. It is written with a focus on Internet based activities,
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