In July, 2010, The Washington Post released a report called Top Secret America, an elaborate investigative piece about American companies that do Top Secret business with the government and the government agencies that employ them. If your Target Filter includes companies that have federal government contracts, this is an excellent report for you. Reporters Dana Priest […]
In order to succeed as a young entrepreneur, it’s all about community. I joined a former startup venture with the credo: My most valuable asset is my network. And it was this value that drove the greatest successes of that entrepreneurial adventure. My team and I always joked that what we lacked in age, we […]
The Whale Hunters Expert Series call on Wednesday, November 17, features a discussion of how to sell large contracts to the biggest of all whales–the United States government. My guest is Major General Vincent E. Boles, U.S. Army, ret., who was commissioned second lieutenant of Ordnance in 1976 and was selected as Brigadier General in […]
How many times have you come out of a meeting with more work than you had before you went in? And just having lost an hour or two or more of time in which to get it done? It’s no wonder busy people hate meetings! The answer to that dilemma is to change the way […]
I’ve been blogging about how to reduce the time you spend in meetings and how to make the meetings that you need more productive. If your entire organization goes on a mission to eliminate many meetings and to improve the outcomes of meetings that you choose to conduct, you will make more money. You will […]
In this series on how to get real work done in meetings (and make more money!), the third principle is to clarify the purpose and desired outcomes of your meeting. Why are you meeting? What do you want to accomplish? Too often very little thought goes into calling a meeting. Is there something you want […]
Introducing a series of ten blog posts about making meetings more productive to increase the time available for sales and service.
This article is a discussion of sales management and small business growth, focused on five reasons why CEOs fear and do not understand their sales teams.
Today I’m embarking on a “virtual blog tour” on behalf of The Whale Hunters. Our purpose is to connect with a larger audience of small business owners and sales representatives worldwide. I engaged Nikki Leigh, founder of Promo 101, to conduct this tour for me. It’s like a book tour, only it all takes place […]
The “brand promise audit” is a key feature of the scouting process, designed to position your company to land big sales. It’s a mandatory feature of your business development strategy! The brand promise audit focuses on how a small company can hone its message to market so as to be distinctive. In far too many […]
Business incubators offer attractive services to early stage companies seeking to grow.
We had an outstanding interview with Sitewire president Greg Chapman on last week’s Expert Series Call. Greg offered compelling insights into how executives in large companies approach and complete their buying decisions. Two highlights: Purchasing Agents. Greg explained that the decision-making processes for buying goods or services inside of big companies are changing dramatically. Although […]