Archive for November, 2009
Is your Small and Medium Business (SMB) idea unique?
For the Small and Medium Business (SMB) owner, first mover advantage is not a differentiator. Doing something better is not a core competency. Just give the competition a little time and they’ll do it the same way. What you need is a uniqueness that can’t be repeated – or at least one that can’t be repeated [...]
Are You Selling Blind?
Hope and Hope wrote the book “Transforming the Bottom Line” published by Harvard Business School Press. My copy is from 1995. If you haven’t read it, get a copy and dig in. This isn’t new material. Yet, its concepts are strategic and critical for any executive on your Small and Medium Business (SMB) team. Do [...]
Strike while the SMB (Small and Medium Business) sales iron is hot.
When your Small and Medium Business (SMB) client needs you the most, you have one of the best sales opportunities falling right into your lap. Everyone will get that call at least once from every customer. The customer calls in a hurry. They’re in a terrible mess and they want you to be the knight [...]
Going after all business is like the kid that ate all the candy on Halloween
Just like when we were kids, some candies are keepers and others are duds (not the milk kind). Every kid picks the best stuff out of the pile and concentrates there. Why can’t we carry that message just as obviously and easily into our Small and Medium Businesses (SMB) as grownups? We need to learn [...]