When you’re in business, you can’t afford to make any huge mistakes. As a matter of fact, many of the technology entrepreneurs that I coach are afraid of making that one huge mistake that can cost them their business. How do you avoid it? First you have to identify what…
This is the first of a two part blog about the changes in sales. Every day I read new articles that proclaim that sales is dead. People don’t want to be sold any more. With the rise of social media, people are talking with each other, so the power of…
In the first two parts of this article, Dan Kennedy describes the six reasons why you need a coach. In this final part, Dan writes about the options available for coaching. Most people think of coaching as a one-on-one experience. Many people are unfamiliar with or confused by the concept…
Why do partner programs fail to meet your expectations? I spend over half my time working with clients to help evaluate their partnership and joint venture programs. Most clients I talk to agree, 20% of their partners create 80% of their sales and marketing activities. So how do you find…
In the previous blog, I discussed how to get to know your technology or software business’s target market. In this part, I’ll talk about why how much you know makes a difference. Different things appeal to different people. Different people buy the same product for entirely different reasons. For example,…
I’m a firm proponent of target marketing. For a small technology or software consulting company, there’s no better way to attract and retain new customers. That being said, I know there are a lot of companies that resist targeted marketing. They think with all of those people out there that…
Market Leadership Journal is conducting a lead generation survey to uncover what’s changing in lead generation. Changing times call for changes in how you find your best clients and how they find you. Our survey will uncover how many SMB businesses are finding new clients. This survey will cover the…
We’re introducing a new guest blogger today. Alexandria “Ali” Brown runs an Inc 500 company. She has some great tips and strategies for helping small businesses compete with larger organizations. Let us know if you enjoy the article. We can post additional material by Ali. Don’t forget to take the…
I’m writing this post because I have something important to communicate. The information is specific to SMB B2B companies. As I listen to my clients and prospects talk about social media, they’re all telling me one of the following basic messages: 1. “I don’t get social media. I think it’s…
This week’s guest blogger is Bob Leonard of acSellerant. I’m pleased to introduce Bob to the readers of the Market Leadership Journal. I learned about Bob while working on a project for one of my MSP clients. Bob brings significant experience to the B2B space and has worked with many…