Past Issues

WhiteSpace Revenue Zone


Elizabeth Usovicz

To Build Your Pipeline, Follow Through on Your Follow-Up

At a recent business networking meeting, a colleague introduced Jess to the CEO of a company that has been on her prospect wish list. Jess and the CEO had a brief conversation about the company. As they exchanged business cards, Jess asked the CEO if he would be interested in continuing their talk, and suggested that she would contact him in the coming week. (more…)

Rethinking Gatekeepers and How to Work with Them

From ancient cities to cutting-edge companies, gatekeepers have controlled access, permissions and message flow for centuries.

If you’re developing sales for your company, working successfully with gatekeepers isn’t just good to know – it’s a competitive necessity.  Here are three tips for shifting your attitude about gatekeepers and how to approach them.  (more…)

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…)


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