Archives
Business-to-Business companies are increasing their focus on repeat and referral business. While this may represent a sound strategy, talk is cheap but…
More Business-to-Business companies are increasing their focus on repeat and referral business. While this may represent a sound strategy, the bird’s eye view…
More Business-to-Business companies are increasing their focus on repeat and referral business. While this may represent a sound strategy, the devil is in…
More Lather, Rinse, Repeat…Lather, Rinse, Repeat…Lather, Rinse, Repeat… We don’t just buy one bottle of shampoo in our lifetime. Likewise, we shouldn’t expect…
More From “Techno Message” to “Business Message”: Developing a Return-on-Investment Sales Tool Internally
“We can’t just state ‘our product will let you do more.’ Instead, we have to go the next step and say by…
More It is said that Marketing is a luxury, especially in B2B or Industrial Markets. When the economic outlook is poor, many firms…
More Earlier this month, we examined compensation packages for revenue generators. In regards to compensation plans in which sales people put 100% of…
More There are four basic growth strategies for firms to increase their revenues. These are penetration, geographic, horizontal, and vertical. Each growth strategy…
More A necessary process for every new business is attaining sufficient capitalization for developing their product/service, operations, and market. That need for the…
More What questions should a business manager ask in the interview process in selecting a sales person? How should she create the sales…
More