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Dealmakers

How to Use Persuasion Techniques in Sales

May 13, 2013 by Alen Mejer

The art of persuasion is actually a science and anybody can be successful in convincing others to do something as long as they use the right techniques.When someone does something or gives something to that person, then it is natural that the person feels obliged to return the favour. In business, it is the same.[read more]

Pitch Your Tent Where it's Dry: Looking for Success in the Right Place

March 27, 2013 by Seth Godin

Whether you're a non-profit fundraiser or someone selling b2b, understanding the profile of what's succeeded before you is a little like understanding where it snows. Sure, it's possible to invent an entirely new market dynamic, to persuade the previously unpersuadable. But should you?[read more]

Customer Service + Longevity

March 20, 2013 by Small Biz Bee

One strategy many businesses use is to try to obtain repeat business from former or existing customers. It’s far easier to get a sale from someone who has already purchased from you, especially if they had a great experience[read more]

How to Run a Planning Session to Win a Critical Sales Opportunity

March 9, 2013 by Dave Stein

Of course, critical and big, as they apply to deals, are relative. A large, critical make/break the quarter deal for a $5 million company may be (only) $300k. For a Fortune 50, it could be $100 million. But however big your company is, you get to decide what’s a critical win and what isn’t.[read more]

The Real Reason Sales People Struggle to Close Opportunities

January 30, 2013 by Bob Apollo

The problem with most of the opportunities that seem to be stuck at the bottom of the sales funnel isn’t that the sales person isn’t closing them right, it’s that the sales person never opened them right to start with.[read more]

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Mobility is Key for the Smart Small Business Owner

January 29, 2013 by Dave Thomas

If your small business offers more mobility in 2013, you could see it pay off with more customers and better sales.[read more]

How to Maximize Results in the Art of Persuasion

January 28, 2013 by Gust Blog

Being a good entrepreneur means being able to effectively convince an investor that you have a great idea, persuade partners that your approach is right, and convince potential customers that the solution is right for them. If all your ideas are intuitively obvious to everyone, you probably aren’t thinking outside the box, or don’t really have the next big thing.[read more]

What is Google Attribution Modeling? Do you need it?

January 28, 2013 by Kayden Kelly

What is Google Attribution Modeling? Do you need it? Let's start with the definition of Attribution Modeling for those who are new to this concept: Attribution Modeling is the science of determining the value of each customer touch point leading to a conversion.  It helps you understand the customer journey and justify your...[read more]

Mind Control in Selling

January 27, 2013 by Alen Mejer

Selling is fundamentally a question of the influence of mind over mind. If you as a salesperson exercise no influence whatsoever upon the mind of your customer, but the customer does all the deciding, you are not a real salesperson. You are an order taker. (Please read my article: Are You an Order Taker or an Order Maker?) There is a...[read more]

David Cohen, CEO of Tech Stars: Interview on This Week In Startups

January 25, 2013 by Brad Feld

Jason Calacanis interviews David Cohen, the CEO of TechStars. Highly recommend if you are interested in TechStars, accelerators, early stage investing, ramping your startup, and how David thinks about angel investing from his fund Bullet Time Ventures.[read more]

How to Select Enterprise Collaboration Vendors

January 25, 2013 by Jacob Morgan

Towards the end of last year I wrote a post on the eight variables to evaluate enterprise collaboration vendors which you should read before continuing with this post.  Today I want the vendor evaluation discussion a bit further with something that I actually wrote for CMSWire a few weeks ago on scoring and comparing...[read more]

A Call to In-Action

January 24, 2013 by Andrew Hunt

With all the hype around content marketing and with the development of great new tools like marketing automation, many companies have lost track of some of the basics that drive revenue growth.  Probably the one I see most in many content marketing campaigns is a lack of call to action, or such a weak call to action that it does a...[read more]

How Direct Sellers Can Maximize Facebook

January 24, 2013 by Brett Duncan

There are two social media networks that I have found to be very helpful in building my direct sales business.  The first is of course, Facebook which many of you may already be using on some level.  The second is Pinterest.  I hope to do another guest post on Pinterest but for now let’s focus on Facebook. I’ve found...[read more]

The Easiest Way to Generate Revenue is Always From Existing Customers

January 20, 2013 by Dan Kraus

What is your process for staying in touch with your customers? Believe it or not, most companies only send newsletters or special offers to existing customers. And 95% of the time, those newsletters and email are about a company pounding their chest or about what else they are trying to sell. Then, when business is down and you need...[read more]

If You're a SaaS-Based Business, Only 3 Things Matter

January 18, 2013 by Bob Apollo

Clear processes and metrics are even more important in the SaaS world than they are in conventional software businesses. The effect of what might seem like relatively small adjustments at key points can have a dramatic compounding effect on financial viability.[read more]

The Power of Positioning in B2B Content Strategy

January 17, 2013 by Ardath Albee

Brand positioning is becoming critical as more B2B marketers turn to content marketing across a range of channels to cultivate standoffish, self-service buyers. Your corporate positioning should be used as the backbone for your content strategy. This is what will hold it all together to ensure consistency and keep your storylines on...[read more]

One Of Our Investors Just Closed Shop. What Should We Do?

January 15, 2013 by Brad Feld

Q: What is the best path to take if a VC which has invested in my company closes down, but we have not exited and are still operating profitably ? What happens to the LLC entity that was formed at the time of investment?  Do we ask the VC for our shares back or buy them back at a discount?  A (Brad): First, you need to...[read more]

Ultra Light Startups: Investor Feedback Forum – January 10 in New York

January 9, 2013 by Adam Chapman

Ultra Light Startups brings together the world’s most innovative technology entrepreneurs, in monthly events and accompanying online communities. Events feature pitching, networking and interactive, moderated panel discussions with leading industry experts.[read more]

That New Era of Venture Capital is Here

January 8, 2013 by seth levine

I believe what we’re going to see in the venture industry is a bifurcation of fundraising– basically a barbell on the graph of fund sizes. Large, well known, multi-sector and multi-stage “mega-funds” will be able to raise $750MM or greater at one end of the scale, and smaller, more focused funds will raise $250MM or less on the other end.[read more]

5 Proven Ways of Improving Your Sales Proposal Win Rates

January 8, 2013 by Bob Apollo

Imagine how much effort and resource is wasted every year in creating and submitting sales proposals to prospects that end up buying nothing. It’s enough to make you weep. Here's what you need to do.[read more]