Particle Blog
The Selling/Buying Dating Game: Tell-Tale Signs You Are Moving Too Fast

The Selling/Buying Dating Game: Tell-Tale Signs You Are Moving Too Fast

I frequently talk to business leaders in companies large and small about their frustration with the selling process. Sales cycles are too long, deals are stuck in the pipeline, prospects aren’t responding to proposals - and the list goes on. Everyone is working really hard and all of the data is being captured in CRM.  Why isn’t anything closing? Trying to manage and forecast sales in that environment is very difficult. There may not be a simple answer to why...
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Business Purpose: The Importance of Why

Business Purpose: The Importance of Why

I recently re-watched Simon Sinek's TED talk entitled How Great Leaders Inspire Action.  It reminded me how often we forget the importance of the question "Why."   Why did we start this business? What is our business purpose?  Why do we do what we do?  Why did I choose this career?  Why do I work so hard every day?  WHY? Take a few minutes and watch Simon's talk: Starting and running a business is one of the most difficult, yet most...
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Build a Better Work Life: A Cure for Emailoholism

Build a Better Work Life: A Cure for Emailoholism

I'm addicted to constantly checking my email.  I want to stop, but I can't.  I think it's mostly driven by fear.  I'm afraid of missing something important.  I'm afraid of missing out on an opportunity.  I justify my condition by telling myself that I am known for being responsive and available.  Responsiveness is one of my differentiators.  Being available and responsive goes a long way in today's business world.  My clients and colleagues know that I'm always available and they...
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R.I.P Cold Calling – Welcome Marketing Automation

R.I.P Cold Calling – Welcome Marketing Automation

Most companies are still using traditional sales and marketing approaches and techniques - email blasts, cold calls, direct marketing, large sales teams, inside sales reps, etc.  Very few companies are taking advantage of marketing automation solutions.  What is marketing automation?  A marketing automation solution allows you to orchestrate the delivery of personalized communications and information to your leads in order to automatically nurture, score, and qualify prospects.  The system allows you to focus on marketing and selling to the prospects...
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Small Business Software: Buy, Don’t Build It

Small Business Software: Buy, Don’t Build It

While I won't use the word "never," you will really have to convince me that it makes sense for a small business to build its own proprietary small business software solution unless they are in the business of selling software.  It hurts me a little to make such a statement as I started my career as a software engineer building custom enterprise software solutions.  However, times have changed and custom software is the wrong solution for most businesses today. Building...
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