Past Issues

WhiteSpace Revenue Zone


Elizabeth Usovicz

Top Business Development Activities for the Holiday Season

Holiday revenues, especially for retail-based businesses, can account for as much as 30 percent of annual income. For other businesses, the holidays can be a slow time for sales.

It’s easy to convince yourself that everyone’s off skiing or vacationing in December, but the holiday season can be productive for business development activities. Take advantage of the slower pace to jump-start your 2018 pipeline with these four tactics. (more…)

The Basics of Growth Hacking — and What it Means for Your Online Business

What is growth hacking? Many business owners and entrepreneurs aspire to be growth hackers, but the term’s meaning has lost precision since it was first used seven years ago. Like “bandwidth,” the word “hacking” has mainstreamed into popular culture and is often used to describe a shortcut in food, fashion and life in general. Growth hacking a business is not an easily duplicated process or a quick fix. As Silicon Valley investor and entrepreneur Paul Singh noted in 2016 at a 1 Million Cups meeting in Kansas City, “Everyone wants to read about growth hacking… [but] by the time the growth hacker actually writes the growth hack out, there’s no yield anymore.” (more…)

From Expert to Owner: Letting Go of Your Specialist’s Role

I recently met a friend for lunch to celebrate the 10th anniversary of her corporate event planning business. Reese started her businesses from a home office after five years with a Fortune 500 company. Today, she has nine employees and eight-figure annual revenues. As we discussed the peaks and the dips of her decade in business, she remarked, “I will always remember you telling me ’It may not be the way you would do it, but as long as you get the results you want, let your employees do their work.’ That was one of the best pieces of advice I’ve ever gotten.” (more…)

The Key to Sales Goals Success: Committing to a Routine

Three months ago, Jon set ambitious sales goals for his business. When he reviewed his progress recently, Jon was ahead of target – for the first time in two years. Jon is more than lucky or determined. What he realized this year is that setting a sales goal isn’t just getting the number right – it’s also committing to a routine of activities that produce results. (more…)

Got Call Reluctance? Amp Up your Ask!

“It’s just a conversation. What’s getting in the way?” I recently asked a business owner that question.

For weeks, Chris’s prospect list has included a CEO that Chris has known for several weeks. As members of the same organization, they see each other twice a month at meetings and have a friendly relationship. Chris is normally outgoing, proactive and confident. He believes the CEO could benefit from his company’s services. Yet, twice a month, Chris passes on an opportunity to approach the CEO. Why is he so reluctant to take the next step? (more…)


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