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Avoiding Pain During Technology and Process Changes

Avoiding Pain During Technology and Process Changes

When organizations are evaluating new technologies and major process changes, it is common for them to develop inflated expectations that often leads to disappointment and frustration. Factors that contribute to this are the human tendency to be over-confident, an evaluation process that is not rigorous enough, and sales and marketing messaging by vendors that under-emphasize complexity. Buyers are hearing what they want to hear while sellers are accentuating their positives and minimizing any difficulties and complexities. Software implementations are especially...
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Entrepreneurship Tips: Leaders Just Do It

Entrepreneurship Tips: Leaders Just Do It

Of all the entrepreneurship tips that have been dispensed over the years, Art Williams got it right back in 1986.  Check out a snippet from his famous "Do It" speech below. It's one month into 2015 and I'm sure you had a lot of resolutions and plans to start the year.  Have you already given up on the resolutions you set just a few days ago? Keep fighting.  Keep getting better.  Keep building your company.  Keep starting new companies.  Keep...
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Need a Marketing Breakthrough? Start with Lead Generation

Need a Marketing Breakthrough? Start with Lead Generation

Marketing is a big, complex discipline. If you think marketing is just brochures, mass e-mailing and a little advertising, think again. To see a fully developed marketing framework, take a look at Pragmatic Marketing. This framework is used by some of the world’s leading marketers and it is something that smaller businesses should aspire to use. The reality is that smaller companies don’t usually have the money, time, or expertise to do all of the things that need to be...
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The Secret Sauce to Business Success

The Secret Sauce to Business Success

I've always felt that anyone can build a successful business if they just focused on one thing - serving others.  I believe it more today than ever before.  I know it sounds simple and somewhat cheesy.  However, if you will focus on serving your customers, employees, partners, investors, and family - business success will to take care of itself over the long-term. Yes, you can get lucky and stumble upon the right market or product.  Or, you can work hard,...
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Take The Guesswork Out Of Your Sales Pipeline

Take The Guesswork Out Of Your Sales Pipeline

It is common to hear salespeople and sales leaders say that they need 3 times their outstanding quota in their pipeline in order to assume they can make their number. This is a widely used rule-of-thumb that seems reasonable on the surface. It gives you a benchmark and it is pretty conservative in that it assumes you will win 33% of the deals in your sales pipeline. Is this the best way to assess your pipeline? No. Since CRM systems...
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