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By Steve Kayser - on October 29th, 2009
Help Banish the Boring Business Presentations!
The “State of the Business Presentation” today is pretty lame. Want to get adventurous?
Archive for October, 2009
By Mark Hunter on October 28th, 2009
Close Too Quick and You Lose Profit
We all have stories about new customers who have “fallen into our lap” and bought quickly. But …
By Steve Kayser - on October 28th, 2009
Overcoming Resistance: One Tribe at a Time
For those of you that are, at this very moment, being slowed by Resistance, taunted by Resistance, need inspiration to fight Resistance, aspire one day to defeat the evil beast of Resistance, meet a very special person …
By Jeff Thull on October 28th, 2009
Are Your Salespeople Caving in under Price Pressure?
What do you do when faced with a potential customer who is relentlessly insisting on a discount?
By Cincom CEO Tom Nies on October 28th, 2009
Dumb Bureaucrats, Insufferable Bosses and … Courage?
We’ve all had them. We’ve all met them. Dumb bureaucrats and insufferable bosses. But how to deal with them? Here are three time-proven leadership lessons not to take for “Grant-ed.”
By Nettie Reynolds on October 28th, 2009
Hoodwinked! An Interview with the Economic Hit Man John Perkins
John Perkins has seen the signs of today’s economic meltdown before. The subprime mortgage fiascos, the banking industry collapse, the rising tide of unemployment, the shuttering of small businesses across the landscape are all too familiar symptoms of a far greater disease. In his former life as an economic hit man, he was on the front lines both as an observer and a perpetrator of events, once confined only to the third world, that have now sent the United States—and in fact the entire planet—spiraling toward disaster
By Dr. Woody Sears on October 28th, 2009
The Broken Bridge Between Think and Work
Managers think and plan, workers work. In between is delegation, by which authority to perform tasks and consume corporate resources is granted. That’s how managers used to be taught in America, so there are probably still some contaminating effectiveness in many work places.
By Barry Densa on October 27th, 2009
Why Stretching Will Kill Your Sales
Stretching before presenting an offer will hurt (sales, that is) and … it’ll kill cash flow. Here’s why …
By Steve Kayser - on October 27th, 2009
Content Marketing Playbook: 42 Ways to Connect with Customers
A while back I wrote an article titled “The End of Marketing and PR.” The article reviewed a lot of the new media applications, platforms and networks that can help you connect with customers. Things like Twitter, Facebook, LinkedIn, YouTube, Animoto, StumbleUpon, SlideRocket, widgets, blidgets and a bunch of other whatchamacallit-idgets. But they all require [...]
By Steve Kayser - on October 26th, 2009
The Proof Will Set Me Free
When I was younger, I was a widely known movie star. My heartless character was well-documented. I have proof, recorded during my youth, to defend myself against the “Having a Big Heart” charge.
By Louis Columbus on October 26th, 2009
How to Make Every Dollar Count in Your Channel Management Strategies
Making every dollar count in your channel management strategies has to be anchored in nothing but results, and there must be an intensity to achieve despite higher quotas and shrinking budgets. Looking at these constraints as a crucible and not a crutch pervades those companies getting to their channel selling goals.
By Jerry Miller on October 26th, 2009
Who Should Own Your Next Technology Project?
Every key decision maker in business, regardless of their role, will face a technology decision at least once in their professional career. The goal is to ensure that the professional is best equipped with the knowledge and insight to make the best decision around IT implementation. A key consideration for any technology solution revolves around …
By Devin Meister on October 25th, 2009
Superstar vs. Team: How Manager Mistrust Prevents Growth and Winning
One team had a “superstar” that was an excellent player. The rest of the team was average or below, or at least as far as I could tell as a spectator. The star player was everywhere, from one end of the field to the other and sideline to sideline. She did everything and her coach encouraged it. Several times I heard him actually say “take it yourself.” But she never scored.
By Marsha Friedman on October 25th, 2009
Can You Afford to Do PR – Can You Afford Not to?
I can’t tell you how many times I am approached by entrepreneurs who ask me, “Can I afford to do PR?” I always answer the same way: “You can’t afford NOT to do PR.”
By Phyllis Roteman on October 25th, 2009
Sales Accountability Run Amuck
Can a sales organization be too focused on accountability? Here are some examples of sales accountability run amuck and its unintended negative consequences. See if your organization suffers any of these symptoms.
By Jay McKeever on October 19th, 2009
Strange Bedfellows: Cincom Software Helps Launch Political Career
As American essayist and editor, Charles Dudley Warner, famously stated, “Politics makes strange bedfellows.” Cincom recently put a new spin on that when its object-oriented development tool, Cincom VisualWorks®, helped launch Georg Heeg’s political career. Heeg—a consultant who works on Smalltalk projects throughout central Europe—had run for city council in his hometown of Cöthen, Germany [...]
By Winton Churchill on October 12th, 2009
Three Reasons Why Most White Papers Fail Miserably at Bringing in New Business
Do you use white papers in your marketing? Are you happy about the new business they help attract? Many marketing executives are disappointed at the results from white paper lead-generation programs. In spite of their high cost and drain on company brain power, they often prove ineffective at bringing in new business. Here are three main reasons your lead-generating white papers aren’t working …
By Cincom CEO Tom Nies on October 04th, 2009
Hamburgers and Software: What Could They Possibly Have in Common?
Software and Hamburgers don’t seem to have much in common, but when you look at the history of fast food chains McDonald’s and Wendy’s it becomes easier to see parallels between the two.
By Steven Pressfield on October 04th, 2009
The Most Important Writing Lesson I Ever Learned – NO ONE WANTS TO READ YOUR SH*T
It isn’t that people are mean or cruel. They’re just busy. There’s a phenomenon in advertising called Client’s Disease. Every client is in love with his own product. The mistake he makes is believing that, because he loves it, everyone else will too. They won’t. Here’s why.
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