Author Archive

12 Key Steps To Selling

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12 Key Steps

  1. What is the prospect trying to achieve? – Deployment of skilled diagnostic questions
    • Probably require the prospect and/or the Sales Professional doing some homework after initial conversation
    • What objectives are non negotiable?
    • What has happened in the past?
  2. Can we improve their situation, and solve a problem?
  3. Is your prospect convinced this is a priority problem?
  4. Can your prospect find the money? (ROI required?)
  5. Does everyone understand the decision making process?
  6. Do I need ...

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CEOs – Questions That Reveal You Need a COO

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Let’s say you are the CEO of a 20 to 100 person private company. Ever feel you are struggling with your agenda? Are you working on the right stuff? Do staff continue to disrupt your day? Stuff not getting done?

I’ve been involved in scaling and building many private companies. The CEO’s role is a tough one. Do we ask too much of our CEOs? We demand they have ...

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10 Metrics That Bind Companies – Align Staff

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What gets measured gets done. But scaling companies and aligning all the efforts of your team requires specific measurements worth sharing. Don’t underestimate the power of sharing one department’s metrics with another. In fact let me show you the power with examples:

10 Killer Metrics Worth Sharing

  1. Production Order Books – Production Teams &  Sales Teams
    Explain to your sales team that their performance drives the manufacturing shop. That order ...

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Acquisitions – 10 Steps To Buying the Right Target

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So how do you ensure you get in front of companies that are potentially attractive to you? How do you find the right target? You don’t want to buy what’s for sale. You want to buy what you want to buy! Here is a simple 10-step plan that we use with clients as part of our Acquisitions Approvals Model.

10 STEP PLAN

  1. Be crystal clear on your positioning. Know your ...

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How To Choose A Venture Capitalist

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I’m approaching Venture Capitalists and Private Equity players for one of my technology portfolio companies at the moment. It reminded me how difficult the process can be for the uninitiated. So for all those folk who are trying to choose a financial backer here’s my punch list:

Early Work 

  1. Study their web site to discover:
    • their portfolio
    • previous exits
    • investment criteria
    • bio of partners
    • Status of their various funds?
    • Are they ...

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3 Examples Why Budgets Are Irrelevant to Sales

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Sales teams worldwide are often met with the dreaded – I’m sorry we just don’t have budget! Well let me give you some simple logic why budgets are totally irrelevant to spending decisions.

3 Examples

  1. Just because a line item has been created in the budget doesn’t mean it’s authorized. Let’s say you have budgeted a trade show cost at $20,000. Does that mean that no matter what happens in the ...

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5 Reasons Why Order Takers Will Kill Your Business

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If you’re selling to businesses, private companies, public companies large and small you need to be careful not to fill your sales ranks with order takers. An order taker may be just fine in a retail environment although I’d be careful. But in a B2B environment order takers will kill your business.

An inbound sales lead arrives by phone, by web form, by email. A precious thing indeed! It ...

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The Secret of Life (and business) is Simplicity

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A few years ago the WSJ ran an article titled “Speech of the Year” which highlighted a speech delivered by Jackson Hole, a Bank of England regulator. The thesis of his speech? The dog and the frisbee. Basically Jackson explained, border collies can often catch frisbees better than people, because the dogs by necessity have to keep it simple. He went onto explain that banking regulations are ...

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New HR Bootcamp

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One of my portfolio companies HR Knowledge is running another of their superb HR Bootcamps. This is a great event for all HR professionals but especially those new to the role and non HR professionals (business owners, managers and front-line supervisors) who have HR-related responsibilities.

Here are the key deliverables:

  • Basic Principles of HR Management
  • Effective and Compliant Interviewing and Hiring
  • Essential Federal and MA Regulatory Compliance
  • Identifying Problem Employees
  • HR “Every Day”: Coaching, Employee ...

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The Secret of Where 141 Million Americans Are Employed (& why I blog)

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I started blogging in 2008. I wanted to share some hard lessons I’d learned after 30 years in business (maybe training to be an accountant shouldn’t count)! Of course gradually a few people started following the blog. Slowly a few more people passed it on and now it attracts a readership in the thousands with a 15% open rate. It’s led to great clients, speaking gigs, a ...

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