If at first you don’t succeed, try, try again. Buzzbait, a creative web design, development, and integration firm, has been repeatedly praised for excellence during 5 years of business. Yet, when partners Kevin Black, Action Figure and Michael Weinberg, Synergist initiated efforts to grow through customer acquisition, results repeatedly fell short of expectations. Despite past…

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An expected competitive advantage resulting from a new product improvement generates considerable excitement in your workplace. You share in the excitement but fear attempts by your competitors to use the improvement in their own products. Assume your improvement qualifies as an invention. Though you have the prospect of securing intellectual property rights to protect your…

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In the past decade, we have continually heard selling messages focused on the provision of business value. But what is business value? How do businesses capture value and thereby improve their profitability? Business value is provided through enabling businesses to increase their productivity. Increases in productivity are derived by improving one of the three core…

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Business developers know the importance of relationship in winning and growing business. Even in IT, sales is still a people business and most business developers and marketers have a knack for developing rapport. Still, we’ve all encountered prospects and clients whom we wouldn’t choose as buddies outside of a business setting. It’s in these situations…

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