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Sales Answer Man: Find out Who Has the Authority to Say “Yes”

Q: “We sell our services to many companies with multiple influencers in the decision process: co-owners, partners, etc. Sometimes they have differing needs. Should we approach these prospects differently than single decision-makers?” A: Congratulations on selling to larger, more complicated clients – you are working the mature market segment! At Sandler, we talk about the “stairway to success.”  Step 1 of the stairway might be an owner who has one…

The Hackers Are Here. Are You Prepared?

We all know cybersecurity is a major threat today.  Do you know your small- or medium-size business is a primary target for hackers and why that is? Because it is a billion-dollar market with poor security protection and the lack of effective incident response plans. Criminals always look for the easiest path. As larger companies improve their defenses against cyber threats, small- and medium-size businesses have become low-hanging fruit for…

Opportunity Doesn’t Knock. You Have to Find It.

“When opportunity knocks, answer the door.” Sure, it’s good advice. I think it means keep your eyes open and don’t be afraid to take risks to capitalize on possible opportunities. However, there is something about this phrase that I take issue with; it subtly suggests that if we just go through life and, as long as we pay attention, opportunities will fall in our lap. We have all heard stories…

Pre-Sale Due Diligence Assessments Are Valuable Records Management Tools

If you’re a business owner looking to sell your business in the near future, you may be discouraged to hear that many sale transactions fall apart during the due diligence phase. You can reduce this risk by focusing on records management now and getting your company’s business records in order well before you put your business on the market.  Think of it like getting your personal house in tip-top shape…

Top Three Reasons Why Data-Driven Companies Are More Successful

We are hearing more and more talk about data. We constantly hear about the need for companies to rely on data and its growing importance. But what does it actually mean to be a data-driven company?  In simple terms, being data driven means relying on data and smart analytics to make important business decisions. So, your next question might be what kind of data are we talking about? Who gets…
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