Many owners and managers still don’t believe the Internet can be a valuable lead-generation and sales tool for their business-to-business company. Usually this is because they don’t currently get any leads this way, which may simply be because the company has little to no search presence. It seems obvious to say that you won’t get [...]

Savvy marketers know the value of a brand. It’s the reason a bottle of Tide costs twice as much as generic detergent that works just as well. Companies receive a brand premium, not because they have shown that their product is better, rather it’s based on the belief and or perception that it’s better. But [...]

A few years ago, just after the Sprint/Nextel merger, I dropped into my local Sprint store because my cell phone contract was about to expire. The companies had already merged brands, but the products in the store were positioned as if they were still two competing companies. The cell plans on offer were confusing and [...]

If you run a small services business, you spend a lot of time thinking about where your next customer will come from. Given the time you invest in building a sales pipeline, you might be surprised to learn that almost everything you have been told about the sales process is wrong. Traditional sales thinking puts [...]

One of the great things about starting a business today is the number of smaller consulting firms that can help you. These outsourced partners can serve as an integral resource for your team at an early stage but there is a catch.
You can’t do it all so that’s why you hire the experts. This is [...]