The ins and outs of market evolution

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Non existing Market When a market does not exist, an entrepreneur must create it or recognize a need for it. At this stage, it is important to identify those potential customers who dare to test the product or service and are willing to provide feedback about its use. These customers are pioneers … [Read more...]

Two Essential Budgets for Small Businesses

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A small business owner must take affirmative steps to protect the company assets. Of the several types of financial controls used by small businesses, these two budgets represent the minimum oversight required of all owners. Anything less and you are putting your business at risk of exceeding your … [Read more...]

Drill or hole? What are they buying – and what are you selling?

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A guy walks into a hardware store and says to the clerk, “I need a drill.” Clerk says, “Well, not really. You want to make a hole.” If you’re in retail and your customer comes in and says, “I need a drill,” or “I want a drill,” or “Where are the drills?” you, the salesperson, begin some … [Read more...]

Creating an internal sales mastermind to make more sales.

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Calls not getting returned? Prospects telling you your price is too high? Prospective customers asking for three bids? Unable to get to the real decision maker? Do you think you’re the ONLY salesperson facing these issues? Come on, really now?! My bet is every one of your colleagues has … [Read more...]