Business model

Social Tools Not So Social Anymore

Internet Enabled Business

Image via CrunchBase Free software on the Internet has reached its sell by date, or at least that’s the implication behind Ning‘s announcement highlighted in Mashable’s post Ning:Failures, Lessons and Six Alternatives It seems the run away train of Ning’s success is screeching to a halt with a decision to focus the business on making [...]

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Sales Training Ideas Which Work

Sales Manager

Training sales people is a problem faced by all business managers and especially training sales people newly joining our business. Whatever they’ve learned in previous roles doesn’t fit with our particular way of doing things. They may be accomplished hunters, closers and farmers but they still won’t understand our special value proposition – what makes [...]

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How to Get the Sales Management Job

Sales Manager

Interviewing for the sales manager role? It’s time to release your secret weapon – your own definition of process, roles and responsibilities. And you can get that here. First lets understand the backdrop. The people hiring sales managers are rarely experienced in the job themselves. They might be C level executives, or general managers. Quite [...]

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Do We Go After This Deal

Sales Coach

Bid review is an essential step in best practice sales management. It is broadly the same for any sales opportunity, although for smaller, simpler deals the milestones can all be part of the same conversation. For bigger deals planning and executing a process is imperative. The higher value will warrant more of an investment in [...]

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Essential Principles for Business Owners

Uncategorized

Here’s a series of quotes from a real thought leader – every one of which resonates with me. I’ll keep this page and refer back to it every time doubts about my ability to succeed creep in. This isn’t self motivational stuff. Just a reminder there’s always somebody who will piss down our neck while [...]

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Emergence of “Less than Free” as a Radical Price

Uncategorized

Venture Capitalist Bill Gurley has a number of articles discussing the concept of free as a disruptive price. In Google Redefines Disruption with the “less than free” business model he explains in some detail how the company will change the market for in car navigation (and other stuff) by providing software to device manufacturers for [...]

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Three Essential Elements of Any Business

Front Office Box

In my business (and it’s the same for every other business) there are three essential elements. Without all of them I can’t be in business, or for long, at least. Knowledge I need to know what I’m doing – why customers will buy, how they will buy and how I’ll deliver. Resources Whatever it takes [...]

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