Sales Strategies for Small Companies
Successful sales people are often described as having been born that way. This is not necessarily true as…
Success and Failure
It has been over two decades since I started my first company at age 25. My early years…
Doing Whatever it Takes can be a Bad Thing
Business failure is not the direct result of a few behemoth mistakes made without warning or insight but…
Sales is the Lifeblood of a Company
Argumentatively sales is the lifeblood of a company. However, if not properly staffed and managed the sales department…
Are you a Victim of Entrepreneurial Mis-Thinking?
During my consulting career, I have met with thousands of entrepreneurs. As a professor in the USC entrepreneurial…
Core Competencies: Why Do They Matter?
Simply put, core competencies are the unique capabilities that allow an organization to develop and sustain a competitive…
Your Bank Balance Is Not Your Cash Flow
Unearned Revenue is revenue that the company has received in advance of providing the goods or services. Some…
A Sales Managers Checklist
If the company has the internal structure to provide formalized sales training (or the money to invest in…
Five Reasons Companies Fail on Execution
Most organizations fail on strategy execution, not formation. Setting unrealistic expectations, including initiatives, measurements and milestones is one…
Wrong Thinking Leads to Bad Results
In order to survive long-term, companies must develop a unique and sustainable competitive advantage—what will set your company…
An Interview with a Chinese Business Owner
In the United States, the liquidity of our markets promotes entrepreneurship, innovation and corporate growth. Most entrepreneurs, steadfast…
What Every Company Leader Should Consider
A company leader must make sure the right people are doing the right things. This requires both leadership…
Success: A Goal or Unhealthy Obsession?
Entrepreneurs are high-energy people driven by the need to succeed. I have experienced this in myself, my colleagues…
Why You Should Fire Some Customers
This week I spoke to a new client who contacted me through the eAdvice service on my website.…
Is that a Marketing or Strategy Question?
Many marketing challenges are often strategic dilemmas. When company executives meet to discuss missed sales targets, unknowingly they…
Company of One
At one time landing a large corporate client was the golden goose. Today, that may not be the…
Small Company Marketing Plan
Small companies usually operate on a shoestring marketing budget. They do not have the luxury of hiring professional…
False Perceptions – A Destructive Force
Strategic plans built on faulty beliefs are sure to fail. Change can occur quickly and the average lifespan…
Processes = Efficiency. That’s the Bottom Line!
A company’s success is based upon the company’s ability to sell, produce and control cost. Business growth occurs…
What if you are NOT a Born Salesperson?
When speaking about a person who has built a successful career in sales it is often said, “They…