The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the disappointment – sales staff failed to close a number of valuable software and hardware deals. What could they have done differently?
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IanDSmith voted on the following stories on BizSugar
IBM’s Rometty Gets Blunt With Workers
Posted by IanDSmith under SalesFrom http://www.portfoliopartnership.com 4020 days ago
Cross Selling Across Product Lines
Posted by IanDSmith under SalesFrom http://www.portfoliopartnership.com 4024 days ago
As you scale your business one of the challenges you face is to leverage the trust you develop with each customer, to sell him more products and services that he needs. It’s clearly much easier and cheaper to sell more products to existing customers than find new customers to sell to.
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Scaling Your Business – Using NAICS codes
Posted by IanDSmith under StrategyFrom http://www.portfoliopartnership.com 4026 days ago
The North American Industry Classification System (NAICS) is the standard used by Federal statistical agencies in classifying business establishments for the purpose of collecting, analyzing, and publishing statistical data related to the U.S. economy. How do you use these to scale your business?
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Creating An Increasingly Powerful Business
Posted by IanDSmith under StrategyFrom http://www.portfoliopartnership.com 4027 days ago
How do you sustain the momentum of your business once it starts to move? How do the moving parts connect to drive the car forward? How do you create continuous momentum? I’m not sure leaders are explaining to their teams how this works. Let me help by taking the analogy with cars a little further.
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ESOPs – Issues to Consider for Owners
Posted by IanDSmith under ManagementFrom http://www.portfoliopartnership.com 4029 days ago
The WSJ ran an interesting piece this week, on the issues surrounding employee stock-ownership plans. I’ve extracted some points worth considering from the article and added some issues from my own experience.
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Post Acquisition Integration – the culture problem
Posted by IanDSmith under StrategyFrom http://www.portfoliopartnership.com 4031 days ago
The success of an acquisition is rarely down to the price you pay according to the research. First the research: Cass Business School, concluded from detailed research covering 12,339 deals including 2917 acquisitions of distressed companies from 1984 to 2008 that price was not the key factor.
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How to Always Have a Blogging Post Idea
Posted by ricky86 under Online MarketingFrom http://www.bloghelpdesk.com 4032 days ago
Made Hot by: businessluv on April 20, 2013 8:25 am
In blogging, we all have a time when we can’t seem to think of great post ideas. Today, we will help you get over the blogger’s block.
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Lessons Learned from Being a Professional Blogger
Posted by MMarquit under StartupsFrom http://scrappywomen.biz 4033 days ago
Made Hot by: PMVirtual on April 20, 2013 4:56 am
While the Internet does provide opportunities to earn money, you do need to be careful. Here are some of the things I’ve learned during the my few years building my freelance business.
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Growing a business
Posted by ingebridget under ManagementFrom http://www.enmast.com 4034 days ago
Made Hot by: SimplySmallBiz on April 20, 2013 6:02 am
Growing a business can be challenging, and at times painful, but keep going! The results are well worth any temporary discomfort.
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Closing Sales – 4 Sessions to Practice
Posted by IanDSmith under SalesFrom http://www.portfoliopartnership.com 4036 days ago
Articulating a strong theoretical sales process that works is difficult enough but the real test is in the field. Sales is a contact sport as someone once said. Below I’ve noted 4 real problems you will encounter as a sales professional and some potential moves that might help.
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