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I have been working on a series of posts detailing my thoughts on how I would fix or turn around a business operation. We’ve talked about financials, how to get a handle on your customers and understanding youremployees in an effort to get them more engaged, and finally, we talked about processes. When you walk into a situation [...]

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Another great post from Penelope Trunk, How to Sell Anything to Anyone. I like that she cuts the fat off of everything. She is stripped down. And if you read her regularly, she really pares things down to get to the simple purity of it all. I enjoy following her on her quest. Stripped down [...]

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Tom Peters has been doing a series of video blogs, vlogs, vimeos for a current competitor. His latest is: Yes, You Are in Sales! It resonates with me. It is something I have been telling everyone that has worked for me. From the first help desk tech to my current process engineer. If you are [...]

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Continuing with the gaming trend here….The Personal MBA author, Josh Kaufman, posts a list of the business skills/concepts you can learn while playing World of Warcraft. I don’t know about other MMORPGs but WoW has an incredibly rich economic system. By rich I mean that there is a lot to dive into. It is a [...]

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[First posted on the old blog] I’m catching up on my reading during this Holiday week here in the States. Harry from MarketingHeadhunter talks about understanding the difference between revenue and profit. He provides some very specific tips on how to boost your bottom line profit numbers. If you are a sales manager who is [...]

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[Originally posted on the old site.] I am just getting around to writing about an article from the March 2005 issue of the Harvard Business Review by Marcus Buckingham. It is adapted from his book The One Thing You Need to Know which is on my reading list. This article hits on a number of [...]

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Another great article from the CEO Refresher from Michael W. McLaughlin. When to Walk Away From a Sale: Nine Pivotal Questions goes beyong B.A.N.T. (budget, authority, need, timeline). This is the advanced course on qualifying your sales leads. Strap in because these are the hard questions. The ones that will make you break out in [...]

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Read an article from MarketingProfs.com about winning the budget battle with your CFO. There is a good digression in the middle of the article about understanding the different types of customers you may have and the revenue objectives you should (or should not) have for each type. Each industry is different, each company is different. [...]

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