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In software publishing, as much as anywhere, the web continues to change the business landscape. Retail markets go down in a double-whammy of technology trends plus macroeconomic factors, users look to leave it all online instead of install it from a CD, the rich get less rich and the newbies keep growing. Read More

David Batup raised an interesting question on the Sales Best Practices group in LinkedIn. He posed the question: As a sales manager, what would your top 3 activities be?" I couldn't limit myself to 3, but my response is below: "Nice question: Strategically: 1. Make certain you have a strong sales process in place, everyone understands why i Read More

I get complaints from both sales people and managers on the topic of coaching. Sales people don't feel they are getting the coaching they need---their managers don't have time. Managers, don't feel they are providing the coaching they should---they don't have time (and they don't know how to--but that's another post). Read More

With the economy the way it is, we have a choice sit and cry, or step up and gain. Here is input from three different experts in sales. Read More

I invented a new word to describe people who look very busy, but don't accomplish very much. Are you a "hamster?" Read More

The most challenging aspect of being in a start up position is that the management team will be under constant pressure to think both strategically and tactically. Our experience says few people are good at both. Read the full article on cmypitch.com Read More

This is no surprise - Olympic champions don't reach their pinnacle of achievement without a deep love of their sport, and when they can no longer stand the thought of training, they retire. So, regardless of whether you are a potential buyer or current business owner, don't let your ambition to become your own boss lead you out of the frying-pan Read More

Learn from the movies: a powerful backstory can give real credibility to your value proposition. Read More

Sales qualification should not only be about focusing on the right leads but in qualifying information throughout the entire sales process so that you can learn and improve. Read More

Clients who view you, their business advisor, as a friend are at least twice as likely to be engaged in the work you do and be satisfied with the results you produce. Take stock: how many clients can you call “friend”? Read More