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?[…]

Michael Giuffrida marketing image

How important is brand identity?

Let’s get right to the point on this one.  Having a strong brand identity can be the difference between having a business from which you can make an “ok” salary or having one that thrives and provides well for you, your family in future generations, and the community you serve. Now that we have answered Read more about How important is brand identity?[…]

It’s OK to say “I don’t know”

When starting a new business there is a lot of pressure to be successful.  You may have risked your life savings to chase your dream, perhaps borrowed from family, or even gotten a loan or grant to grow your business.  So when prospective clients come to you with a question, the natural reaction is to Read more about It’s OK to say “I don’t know”[…]

Bad customer service isn’t limited to assaulting your customers

While United Airlines has recently given us a clinic on how -not- to treat your customers, there are far less obvious ways that you can abuse your customers without even realizing it.  We have discussed how important it is to simply recognize your clients on a regular basis and that can cure a lot of Read more about Bad customer service isn’t limited to assaulting your customers[…]

Break out your No. 2 pencil to make a memorable statement

Think about how many telephone calls you receive in a day, how many emails you respond to or simply delete, and how much junk snail mail you receive.  Now try to remember a single one of those from more than a week ago.  Any luck? For most the answer is likely no.  However, can you Read more about Break out your No. 2 pencil to make a memorable statement[…]

Be top of mind for your prospects and clients

When business is going well and customers return time after time to buy from you, its easy to lose focus on some of the things you used to do when building up your initial book of business.  Before you had clients, you likely had to do things to let prospects know that you existed and Read more about Be top of mind for your prospects and clients[…]

How do I eliminate my business competition?

Running a business is hard enough when things are going well and you are selling all you could hope to sell.  Regardless of whether you sell a product or service, and even if you were first to market, if it’s worth selling there will be competition because others will want to get a piece of Read more about How do I eliminate my business competition?[…]

What should I do about telephones for my business?

There are lots of options for implementing a telecom strategy for your business with today’s technology.  There was a time when picking your phone number and deciding your initial telecom strategy was daunting because if you every moved your office to another town or went from one system to another all of the history with Read more about What should I do about telephones for my business?[…]

How long does it take to build a new website?

Having been in the website business for years, it was always amusing to me when a prospect for a new website would delay their decision to go forward with our web proposal, but then would hound us about how quickly it needed to be up and running as soon as they signed.  While this may Read more about How long does it take to build a new website?[…]