How to Market & Sell Professional Services
Lawyers, accountants, system integrators, SEO consultants, architects,web developers, artists, fund managers we are all marketing and selling these days. But when you are selling a person’s expertise, when the person is the product – what changes? Some...mCommerce – Business Issues To Consider
Over the last few months I’ve been advising some of the players in the mCommerce space, attending industry events (Xconomy- Mobile Madness) and talking to leaders in the industry. There are some big business issues I’d like to highlight in this post that...Does Curiosity Give You a Competitive Edge?
In these days of hyper-change, 24 hour news cycles, sound bites that offer instant gratification it is important to remain curious, to dig deeper beneath the headlines to reveal the true story. The ability to bring a curious mind every day to your projects is vital to...
How do you end the war between Sales & Marketing?
We have all heard the rhetoric. If these marketing guys had a target on their backs they would understand what pressure was really like! The sales team are just lazy. They never follow up on our sales leads (goal dust). Or if they do it’s 2 weeks later when the...
How do you Interview Prospective Candidates?
As the war on talent intensifies it is important to stay true to a rigorous interview process. When new college grads are being offered $150k starting packages by the latest hot social network it’s easy to get carried away. How do you interview great candidates?...New Strategies You Need to Embrace
As a leader within an SMB or a large public group, reading the latest WSJ or books from Seth, Bill Taylor, Hugh MacLeod, Jason Fried & David Heinemeier Hansson, you might believe the world has changed forever. Add crazy valuations like $60Bn for a social network...How Do You Farm Your Customers?
Let’s assume you have actually closed a deal with a prospect. It could be a large deal or a small deal. You now have in your grasp that precious commodity – a customer! Farming customers is about mindsets and execution. Mindsets Firstly you need to believe...How Do You Train a Sales Team?
Sales processes, CRM systems, sales trainers, sales professionals are all becoming more professional, more sophisticated but are close rates getting any better? The trouble with most sales training whether supplemented with great outside consultants, or not, is that...Acquisitions Part 4 – Negotiate Price & Structure
In Part 4 of my series on Acquisitions the emphasis is on negotiating a deal and ensuring you really understand how you will manage the acquired business. The Acquisition Approvals Process is a six phase process covering: strategy, identifying targets, target contact...Operational Excellence For Exits
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Acquirers Need a Playbook
Valuation Gaps & How To Close Them
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