Sales image by Michael Giuffrida

How do I determine where my sales people are falling down in the sales process?

While some would argue that sales is more of an art than a science, if you have a struggling sales person, you can definitely apply some science to help determine where the problem lies. As a student of the Sandler Selling System, I look at the sales cycle as if you were moving a prospect Read more about How do I determine where my sales people are falling down in the sales process?[…]

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How do I avoid these latest cyber attacks?

With all of the press about the latest Petya attack on the heels of the WannaCry attack businesses are scrambling to figure out how they can avoid getting hit next.  The latest statistics show that 43% of cyber attacks happen against small businesses and 60% of those attacked go out of business within 6 months.  Read more about How do I avoid these latest cyber attacks?[…]

Growth image by Michael Giuffrida

How do I know if a company that I want to buy is a good fit?

When growing a small business client by client, it can become frustrating that it feels like you are never reaching that “critical mass” that you are looking for.  When this happens, many business owner look to supplement their organic growth with growth through acquisition.  Making an acquisition to grow your company is a great way Read more about How do I know if a company that I want to buy is a good fit?[…]

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What is next generation endpoint protection?

Once malicious content became a “thing”, antivirus software for your computer or endpoint became a necessary investment.  Then viruses evolved to “malware”, and you needed to add anti-malware to your endpoints.  Now as hackers continuously modernize, improve and evolve their attack methodologies it requires an even higher level of protection to avoid having your computer Read more about What is next generation endpoint protection?[…]

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If I am going to sell my business, should I worry about the little problems it still has?

Every business has its challenges and there is no way to avoid that.  Even the companies with the best cultures, compensation plans, and products and services will face issues.  When you decide you are going to sell your business, it can be like a “get out of jail free” card on these problems as you Read more about If I am going to sell my business, should I worry about the little problems it still has?[…]

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When selling my business, what kind of information will I have to provide to the prospective buyers?

When you decide to sell your business, the buyer will want lots of information so they can make an educated assessment about the value of your business.  This process is called Due Diligence.  For the seller, the due diligence process can be more invasive than applying for a mortgage while getting a colonoscopy.  While you Read more about When selling my business, what kind of information will I have to provide to the prospective buyers?[…]

Image by Michael Giuffrida about Teams

Hire slow, fire fast.

In a small business, your people are everything.  Not only do they likely interface with your clients but they also represent you in the community.  And most importantly, they reflect the type of culture you have in your organization when chatting around the water cooler.  This is why it is critical that you have the Read more about Hire slow, fire fast.[…]

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How should I compensate my sales hunters?

First note that I did not title this “how much should I compensate my sales hunters?”.  What you pay will vary based upon your geography, industry, availability of quality candidates, and the experience of your hunter.  This post will focus on how to structure what you pay them to gain the best performance and results. Read more about How should I compensate my sales hunters?[…]

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What should my first small business marketing plan look like?

For many small businesses, marketing is an optional thing that you do if you have extra money, which often is not the case.  Now that doesn’t mean that they don’t spend money on trinkets and sponsor the local baseball team, its just that they don’t put together an intentional effort to market their business.  If Read more about What should my first small business marketing plan look like?[…]