Given how important good selling techniques are to driving revenues, I am shocked by how many entrepreneurs and salespeople are just bad at working their leads. This includes things like not following up on leads (or following up too much), and not knowing how to break down barriers, to get the lead to actually listen […]
I recently wrote about how to set your strategies around mergers and acquisitions, but I wanted to go into more detail about one type of M&A strategy: the roll-up. A roll-up is when you plan to buy multiple businesses within one industry. There are many potentials ways to implement a roll-up, which I will detail herein. […]
Startups require a lot of hard work, with no rest for the weary. And, since you need to be moving at light speed to gain first mover advantage, it often means a lot of late nights in close quarters alongside your fellow team members. Not everyone can thrive in that type of environment. But, it […]
I recently read this terrific blog post by David Skok, an expert on SaaS businesses and a General Partner at Matrix Partners, an early-stage venture capital firm based in Boston. This post included a lot of terrific sales-related benchmarking metrics for SaaS businesses collected by David and The Bridge Group. David was kind enough to allow […]
I was recently introduced to Kevin Davis, the author of The Sales Manager’s Guide to Greatness, a new business book currently available on Amazon. He is the President of TopLine Leadership, a sales management training company, and is an authority on the sales management topic. Davis identified 10 key traits of good sales managers, summarized below. He was […]
Do you remember the scene during the credits of the movie Forrest Gump, where the feather was floating through the sky, being carried in whatever direction the wind would take it? That is a perfect visual of what not to do, when trying to build a business. Business success requires an almost religious level of focus […]
This article compares and contrasts the importance of net cash flow versus net profit. It provides a case study to explain what it means to business owners.
Financing merger and acquisition activity is much different than funding stand-alone growth with venture capital, as the investors are vastly different.
I read two terrific articles this month that summarized venture capital trends over the last several years. The first was Pitchbook’s 2016 VC Valuations Report and the second was CB Insights’s Venture Capital Funnel. They are a must read for anyone thinking about going down the venture capital route, in terms of financing their growth. […]
When building a business or product offering, it is comparable to building a house. First you lay the foundation, then the rough carpentry, roofing, plumbing, electrical, HVAC, drywall, flooring and finishings, in that order. God forbid you try to install the plumbing after the drywall has gone up, otherwise you will have to rip it […]
Way back in Lesson No. 13 we talked about how to create a good company culture. But, I recently read a research report on the topic from The Alternative Board (TAB), shared with me by their CMO, Jodie Shaw. This topic was summarized in this blog post on their website. It included a lot of quantifiable and actionable […]