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The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the disappointment – sales staff failed to close a number of valuable software and hardware deals. What could they have done differently? Read More

As you scale your business one of the challenges you face is to leverage the trust you develop with each customer, to sell him more products and services that he needs. It’s clearly much easier and cheaper to sell more products to existing customers than find new customers to sell to. Read More

The North American Industry Classification System (NAICS) is the standard used by Federal statistical agencies in classifying business establishments for the purpose of collecting, analyzing, and publishing statistical data related to the U.S. economy. How do you use these to scale your business? Read More

How do you sustain the momentum of your business once it starts to move? How do the moving parts connect to drive the car forward? How do you create continuous momentum? I’m not sure leaders are explaining to their teams how this works. Let me help by taking the analogy with cars a little further. Read More

The WSJ ran an interesting piece this week, on the issues surrounding employee stock-ownership plans. I’ve extracted some points worth considering from the article and added some issues from my own experience. Read More

The success of an acquisition is rarely down to the price you pay according to the research. First the research: Cass Business School, concluded from detailed research covering 12,339 deals including 2917 acquisitions of distressed companies from 1984 to 2008 that price was not the key factor. Read More

Articulating a strong theoretical sales process that works is difficult enough but the real test is in the field. Sales is a contact sport as someone once said. Below I’ve noted 4 real problems you will encounter as a sales professional and some potential moves that might help. Read More

We are told it’s all about generating content. Quality, remarkable content that will be picked up by the search engines and drive high quality prospects to your site. These prospects will fill in forms or call you leading to great deals being closed. Read More

I see the same problem again and again as businesses try to scale their operations. You can’t afford to recruit a new person for every task. So tasks float around half done by the loyal servant with 10 projects to handle. Whether your business employs 5 people or 500 people the allocation of tasks Read More

The US Census Bureau considers baby boomers to be those born between 1946 and 1964 or aged 45 to 63 in today’s currency! Many of these folk own businesses and will want to realize their life’s work over the next 5 years. A remarkable few will achieve their goal. Below I’ve listed 31 issues worth di Read More