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Why do so many business Web sites treat prospects like heartless, humorless robots? Is it true business buyers leave their emotions at home when they come to work? This could be one reason why prospects read so little on most Web sites and leave so quickly. Read More

There is such a thing as your sales team working too hard. What I mean by this is that they might be pushing the customers too hard to get them to buy. iEntry director of sales and overall wise person Susan Coppersmith says, "If you act hungry, you will starve." If your sales team is acting too desperate for a sale, the customer is likely to Read More

From the page: "An entrepreneur recently asked me why startups fail. Startups fail because they run out of money. You're probably thinking, 'Tell me something I don't already know!' Read on and you'll see that statement is deceptive in its simplicity." Read More

The key factor in causing or preventing malpractice suits also affects your customers and clients (and employees) in the business world. Are you building happy customers or cruising for a lawsuit? Read More

Inflation has sunk its teeth into small businesses this year. The number of owners citing inflation as their No. 1 concern on the National Federation of Independent Businesses monthly economic index in April was at its highest level since 1982. One in five owners is raising prices, according to William C. Dunkelberg, the trade group's chief econom Read More

THE Rooz Cafe, a restaurant and coffee shop in Oakland, Calif., signals its distaste for patrons who post reviews on Yelp.com with a small sign: No Yelpers. Rooz's owner, Steve Ranjbin, said he put the sticker up as a joke, but added that he had a complaint about Yelp. “Yelp does not respect us as business owners,” Mr. Ranjbin said. “They d Read More

Not just retailers are in trouble in today's economy. Companies that manufacture consumer goods, building material and the many other industries are also reporting difficulties. Why should the average business owner care? Because another business that sells to one of these troubled companies may also be heading for disaster and that business mi Read More

Too many companies I've worked with are unable to articulate just exactly who it it they are and what they do. But now Internet technology is forcing companies to form a new kind of shorthand for their company strategy. The newest version of the "elevator pitch" is a "Twitpitch," so named in an article in Business Week Small Biz because i Read More

Getting a round of funding from venture capitalists is not really "success". Sure, it demonstrates that some really smart people think the opportunity is big enough to invest money in it, but it's not success. Sure, it provides some credibility that will help recruit employees, get customers and sign-up partners -- but it's not success. Read More

Particularly in a down economy, it's not your selling techniques that matter -- it's what you know about a client's business that will open the door to a deal. Read More