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Getting more buyers calling you
How to seek out and eliminate all the reasons more buyers aren't calling your b2b technical services firm. Exact steps to take to plug holes in your sales process.
Cold canvassing by email?
Learn how to connect with small and medium sized business decision makers using a method that is easy to automate for maximum results in minimum time. Does email canvassing work?
Understanding the Mindset of Buyers
How to read the mind of buying customers so that you can quickly convert prospects into sales for your b2b technical services firm. Customer survey insights you can use to understand buying behavior.
Role of pictures in social media
How to use pictures in social media to create rapport, increase followers, and some basic rules to observe. Describes ideas for using pictures in your social media marketing activities.
How to Involve Your Customers in Events
Powerful interaction tools for use with event marketing to capture new insights for greater profits and customer retention. How to show customers you are listening while discovering customer interests.
Are You Paying It Forward
This one habit pays more than any marketing effort your business can do for building lasting business relationships with your customers, community, and those you serve in business.
Why You Need a Marketing Budget
The biggest handicap of most technology services firms is their inability to set aside a real marketing budget, this article addresses that concerns and gives you strategies to fix it.
Still Using Manual Web Forums
You have seen this kind of lead generation and thought someone made a mistake, if you do not understand why, you may be missing something very valuable on your business website.
The False Relationship Economy
What you need to know about building powerful business relationships on-line using social networking tools to help you understand what your customers want to buy.
Are You Upselling Service Calls
How to add a profitable up-sell to every service calls and provide additional value to customers while improving your bottom line.
Is THIS Business Marketing Advice Bunk?
How to know if the business marketing advice you read is worth a damn or just hot air from some so called guru, five ways to put business advertising advice to the test.
Getting More from Sales Tools
Why your sales people are not using customer relationship management, sales force automation, or other so called selling tools, and what you can do to improve adoption.
The Net Of Influence (Summary)
John Battelle's March 2004 Business 2.0 column, The Net of Influence, shares the importance of connecting with the top influencer's in your industry. Battelle presents...
How To Be More Available Without Over Burdening Yourself
Instead of stowing yourself away behind protective barriers like some executives do, if you want to influence the people around you, consider getting out among the regular people. Leaders who isolate themselves become sheltered and become myopic in thinking. Before you say you don't have the time-- Here are a six ways to get out among clients, employees, and partners without over burdening your schedule.
How To Reduce Marketing-Sales-Service Overhead
A large percentage of your overhead is comprised of friction between marketing, sales, and service departments. These internal communications weight heavy on client acquisition costs...
Good Management Attracts Great Employees
Do you want to attract highly talented employees? John J. Mack, the head of Credit Suisse First Boston, says "a firm's best hope for distinguishing itself in the crowded financial field now has to come from its superior management of people." ...
An Executives Responsibility To Society
Executives create power for themselves through the opportunities they create for others. These relationships bring together the best talent available to serve certain wants of a customer. ...
Discover Performance Enhancing Magic Bullets
Are you an information technology or professional services firm who wants to enhance performance with zero investment? John Brandt shares three magic bullets that properly applied to your firm can increase your performance immediately. Unbelievable? ...
The Only Way To Create Loyal Customers
It seems everyone has their own idea of what creates loyal customers. No matter what you've read in the past, loyalty is created by the unique value you bring customers and by the delivery of customer desired results. ...
Customer Service, The Actions You Take For Greater Loyalty
Doesn't it seem like more talk about customer service than do anything about improving it? Customer service is an action, not a concept. Here are a few things you can do to take actions that improve loyalty and keep buying customers.
Relationship Improvements Come Through You
Expecting your company to change behavior to rapidly adopt relationship-based methods is ludicrous. Behaviors that influence the way individuals interact with others is one of the few change efforts that start at the top. You must change your own relationships if you want employees to follow suite.
Satisfied CEOs Use These Strategies
Being a CEO is more difficult than it seems, no longer the cushy life of leisure it was once thought to be (was it ever?) According to They've got the CEO blues (Dallas Morning News, Cheryl Hall) 73% of CEO's surveyed are thinking about quitting and another 80% lose sleep over worries of work. ...
Five Pillars For Leading The Client-Focused Organization (Summary)
To have a strong client relationships you need even stronger employee relationships. In Joseph Neubauer's 20 years of executive experience he's found five precepts that contribute to building enduring client relationships. Neubauer shares them with Leader to Leader, which I've summarized here.
How Well Do You Do The Basics
So many executives ask for new strategies they haven't seen anywhere else. I ask, "What strategies have you already tried?" It's rare they note more than 3 things they have tried. Are you endlessly seeking new solutions to tired old problems?
Leverage Relationships To Achieve Your Business Goals (Summary)
Leveraging relationships to achieve your business goals isn't about getting something from the other person, it's about a mutual benefit that advances the goals of all parties involved. Often when starting new ventures people forget that everyone must win. This entry summarizes key points from David Bayless article Leverage Relationships to Achieve Your Business Goals originally published for SCORE.
Building Customer Relationships Is Like Farming
Lee LeFever provides a great analogy between building a business and farming. There are more similarities than he presents in his short excerpt. LeFever highlights a point of cultivation. For your companies success, you must understand that businesses, like the relationships around them must be cultivated.
Benefits Of Good Internal Partnerships
Recorded in 2002, Earning Partnership Opportunities provided strategies to strengthen internal relationships that contribute to having the resources necessary to provide a service to the customer. ...
Wealthy Executives Can Improve Society
While corporate executives take a lot of criticism for their personal uses of money, many are making a real difference in society. As an executive, you have a responsibility to your employees and the communities around your businesses. ...
Limit Confusion By Providing One Choice At A Time
Customers have enough going on in their life, they don't need anymore confusion. Sean D'Souza of PsychoTactics(tm) shares some points about how we confuse customers with too many choices. Yes, too many choices at a point of action can freeze a customer in their tracks.
Five Steps To Upgrading Workforce Performance (Summary)
Every employee is different, each produces their own value to the organization. Kaleem Aziz puts forward a controversial point about measuring an individuals performance, while asking some important questions. Like your customers, your workforce must be cultivated to produce the most valuable pool of resources possible.
There Is Nothing Your Employees Can't Accomplish
One in four employees working for your company isn't achieving the results they desire, yet alone what your customer demands. They struggle, and even look like they are giving it their all, but without any results they go home tired at the end of each day. ...
What You Can Learn From Listening To Customers
I'm so happy to hear Dell Inc (DELL) has stopped using overseas technical support at the request of their customers. This after I spent over 2 1/2 hours on a technical support call, passed through 5 representatives, only to be told I needed additional information to obtain support. ...
Relationship Builders Have An Employee Retention Strategy
When you look at it, you often have to go through a lot of bad employees before you get to that one great one. Have you ever calculated the cost of finding that single high quality employee? This is why relationship builders need an employee retention strategy.