Small business news; tips; networking | BizSugar | User | IanDSmith | Commented

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IanDSmith commented on the following stories on BizSugar

Tweaking – A Road Map For Success

"No I need to check that out. Regarding the book - absolutely. There are no great writers just re-writers as someone once said."

Serving First Selling Second

"Agreed and the subtlety Harry is in how you build that relationship, how you engage with that specific prospect not the company but the individual human being. The point Daniel is making which I've been practicing for the last 5 years, is that the relationship starts with great questions to find the real problems worth solving. In B2B this takes skills and a great process to guarantee success."

To Sell Is Human- Outstanding New Book – Daniel H. Pink

"Martin if you were involved in purchasing you've probably seen every style of selling that exists! Selling is just another form of negotiation but this is a great book."

Quit Creating Content Without a Conscious

"Remarkable content is key. The main issue with flat line sales rests in story telling not sales. Taking your story to market is done so badly as evidenced by 99% of web sites. Remarkable means worthy of remarks! So few pass that test. Great post."

10 Actions to Consider if Sales are Dropping

"Thanks Harry much appreciated. Like all problems, the quality of the analysis is key. When sales are dropping the sales team is often the wrong place to look!"

The Secrets of Scaling a Business

"You are very welcome. This scaling thing is deceptively difficult."

Measurement – A Reminder from Bill Gates

"Heather I think small biz owners are often put off by the jargon, the overhead, the time needed to create their own little dashboard. But it really can be kept simple. For example simple measurement of traffic to web sites, or sales or renewals of contracts say compared with the same period last year. This may answer something as simple as - am I growing and where? The key seems to me to curate. To choose say 5 key metrics you can measure weekly that are easy to measure and that actually trap progress. But it must be progress towards a goal. One quick tip on graphs is the Trailing 12 graph. Every month plot on a graph the previous 12 months sales. If the graph is rising you are growing. If not..... This takes seasonality out."

Measurement – A Reminder from Bill Gates

"Many thanks Look out for some more measurement related posts this week related to Scaling businesses. Best Ian"

The Reason Behind Flat Growth is Leakage

"Exactly and its not just planners and advisers, its most entrepreneurs who fail to understand the damaging effect of leakage. So few scale their business because reducing leakage takes courage, skill and relentless execution!"

What Is Your Essential Execution Item for 2013?

"Heather, I think the key issue is to make sure the big task is aligned to the highest priorities of the CEO's objectives. If you are a one man band that should be simple. If you are part of a larger business perhaps you need to confirm the one big task that would help the CEO/company achieve the 2013 essential goals. Always choose tasks that you have control over. Of course if you think you need more control then lobby for it to make completion of the task more attainable."

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