Most small businesses don’t yet have a sales team. All the “selling” has been shouldered by the owner from the launch and through the growth of the business and that owner wears way too many hats. For successful businesses, at some point, the owner decides that growth requires sharing that “sales” hat and then seeks...Read More

You can say it in many ways. You can define it in many terms – from the technical to blunt: CASH FLOW is KING for small business. The ability to survive and the opportunity to thrive for a small business both hinge on access to available cash. Surviving means you have the necessary cash to...Read More

  When was your first or most impressive blow of rejection? Was it being picked last for kickball? Denied by your crush for a date to prom? Not getting in to your first choice college? Or losing a job to a more qualified candidate? Most of us have complicated and powerful associations with rejection that...Read More

“Opt In” or “Subscribe Here” . . . we have come to expect a certain level of value when we surrender our email address to a company and expect some unwritten {and also written} rules to be followed and a significant exchange of something worthwhile to us in response to handing over our email address....Read More

In getting to the business “promise land” – profit and growth, success isn’t always a perfectly pristine theory translated into a formula. Success is tough and dirty work, sometimes even ugly. This week, I had to share a fascinating series of books {and short but insightful blogs} by Roy Osing: BE DiFFERENT or be dead...Read More

This week marks the 100th blog post in The Pipeline. Whew. That is a lot of blood, sweat, tears and dedication to writing to and for our core audience of entrepreneurs, sales pros and leaders. Sharing insights, experiences and perspectives has been the BEST and most important strategy I have implemented in my business. Committing...Read More

  We work with a lot of small and not-so-small businesses – from many different industries and markets – data management, accounting, freight and logistics, restaurants, technology, drilling {oil}, commercial construction . . . a pretty diverse group. But they all have one thing in common: most of these great businesses have tried, started or...Read More

There is no shortage of advice on business – building it, running it, growing it {ah, ahem hence, our blog}. Much of the wisdom we hear doesn’t resonate with us right away – perhaps not until we’re in circumstances that give it context. But most everyone has those one or two pieces of life changing...Read More

Why are you in business? The answers for each person might vary from deeply personal motivation such as “To create jobs for veterans“, “To be my own boss” or in my case, “It’s my calling, this is bigger than me, I HAD to build this business.” Most people start or build businesses because of a...Read More