3 Smart Ways to Win More Sales

3 Smart Ways to Win More Sales

Whether you are just getting started or not, your sales are directly tied to the number of people you can reach who are genuinely interested in what you are selling. Winning more sales comes down to solving these three challenges. 1. Choose your customer If you reach more of the right people, you will get more clients! In business, 20% of your customers generates 80% of your revenues. It’s the 80/20 rule or Pareto Principle, named after Vilfredo Pareto, an Italian economist who found, in the early 1900s, that 80% of the land in Italy was owned by 20% of the population. This may come as a surprise, but this distribution occurs frequently in all areas of life. It is also an incredible tool to grow your business. So why spend energies on these target customers that will generate the least? By identifying the characteristics of your 20%-customers, you can focus your efforts on reaching people who match that profile. I’ll show you how to in the next steps.   2. Find their big problem The basic premise of business is to offer a product or service that people would pay for. In short, if you fix their big problem they will pay for it. Value is in the eye of the beholder! Do you truly understand what their pain is? When the first laser printer came out, as Hewlett-Packard was getting their new model to market, they realize that customers didn’t care about printing the most beautiful graphics. What they wanted above all was silence! Their big problem was that, at the time, existing printers were making such...
Does Your Accounting Make You Money? If Not, Here is What to Do.

Does Your Accounting Make You Money? If Not, Here is What to Do.

Think of your business as being a big bucket. As you go along, you fill that bucket with everything you learn about your value proposition, your customers, employees, finances, and operations. At some point you may realize that you expend more energies and resources than necessary to progress. Your bucket is leaking! But where is it leaking from? Truthful financial statements will invariably identify the culprit. For almost two decades, we’ve been designing, implementing and maintaining financial management systems for startups, small and medium-sized businesses. Over and over, we have found that there are four core contributors to your leaking bucket: Accounting Operations Sales Cash Flow The first step is to learn how to understand your financial statements. Our expert CFO in residence wrote this educational piece for you: “How do Financial Statements Help Decision-Making”. In this article, we will examine how your accounting could be leaking and how to fix it. The Symptoms Here are some of the most common signs that your books are not as accurate as they should be: You are not staying on top of recording There are many line items on your P&L There is a large suspense account There is no breakdown of cost per goods, service or project You write off everything You are mingling personal and business accounts As an owner, you are not on payroll Cash seems to disappear   The Cure Have a professional general accountant or controller set up your books for your bookkeeper to follow. We all have a friend or acquaintance that want to help or maybe we can just do it ourselves. This is...
For These Young Entrepreneurs, Silicon Valley Is, Like, Lame

For These Young Entrepreneurs, Silicon Valley Is, Like, Lame

For These Young Entrepreneurs, Silicon Valley Is, Like, Lame A trip to Silicon Valley is something of a rite for ambitious Chinese startups and investors looking for inspiration in global tech’s mecca of innovation. But a visit last week failed to impress. Silicon Valley’s allure is...
Tech Trends That Will Shape Marketing in 2018: Insight From CEOs, CMOs, CTOs, CIOs, CVOs, and Others

Tech Trends That Will Shape Marketing in 2018: Insight From CEOs, CMOs, CTOs, CIOs, CVOs, and Others

Tech Trends That Will Shape Marketing in 2018: Insight From CEOs, CMOs, CTOs, CIOs, CVOs, and Others What are the top tech trends that will impact marketing in 2018? To find out, I turned to experts in the industry–from CEOs to Chief Technology Officers to a Chief Video Officer and Chief Application Architect. What follows are prognostications regarding the tech trends that will matter most...
These To-Do List Methods Will Help You Finally Get Organized

These To-Do List Methods Will Help You Finally Get Organized

These To-Do List Methods Will Help You Finally Get Organized For as long as I can remember, I’ve always been on a mission to create the perfect to-do list. I’ve tested multiple apps from Evernote, Any.do, to Wunderlist. I’ve used physical and digital post-its. Earlier this year, I even attempted to keep a bullet...