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Sales Answer Man: How do I Keep My Pipeline Full While Servicing Existing Clients?

Question: When I sell a large client, my focus is on the project and the client. Once the job is complete, I find myself with little or no sales pipeline. Any suggestions? Answer: Your question may be deemed by some as “a good problem to have” because you did land and complete the work for your large client. Having said that, it’s still a problem… I have a couple of…
business owners hero

Are you a Hero, Headliner or Builder?

Entrepreneurs and business owners come in all shapes and sizes — they have different backgrounds, different aspirations and they work in all sorts of industries and spaces. Despite all of those differences, however, there are also similarities. Simplistically, business owners come in one of three different types — and it’s their type, a combination of traits, that determines what kind of success they’ll have in the long run. If you…

Smart finance: Managing payables pays off

Keeping a business successful and profitable is no easy task. Business owners need to constantly explore opportunities to save money and reduce risk, which is why evaluating payables and commercial card options is a good place to start optimizing operations. A streamlined payables system could be very advantageous for a business, particularly one that’s just starting out. However, payables systems are complex, and there are a lot of components involved…

Smart marketing: How to generate leads from B2C digital marketing

Before you begin your digital marketing strategy, there are a few key steps to get you started on the right foot. First of all, you need to know exactly who you’re marketing to. Identify the personas for your campaigns — your core consumer base or “character” of your consumers (general characteristics, demographics, interests, habits, etc.) so you have an idea of who your digital marketing campaign is targeting. Next, a…

Smart management: How to absorb a business blow

Kung fu, a martial art form, was developed by the Shaolin monks who reside in the forests of China’s Shaoshi Mountain. Kung fu is both powerful and poetic, borrowing many of its moving poses from insects and animals like the praying mantis and tiger. Shaolin warriors dance with graceful energy and their fighting can yield deadly consequences. Effective leaders observe the many meaningful parallels between kung fu and business. Take…
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