I've been thinking today about cash flow. More specific, the elements of cash flow and the timing of revenue and expense. As I use to write The Cash Flow Blog for AllBusiness.com, I think of cash flow occasionally - at least once a month :-)
The cash flow work I did with Guardian Medical Group, [...]
There are countless ways a businesses can spend several hundred dollars a month:
A couple nights’ travel
Offsite meeting
Customer entertainment
All-hands meeting
Catered lunch
…the list goes on
- Or-
You could spend several hundred dollars cutting your accounts receivable about 56%.
Here’s how one company did the latter.
Here’s how we can work together.
The impact of Danzey’s collection effort has been [...]
A common business practice is to offer new customers a discount on their first purchase. The thought is the discount encourages a prospective customer both to buy and make a large initial purchase.
It often works. But at what cost?
Some companies just toss discounts around randomly as a tactic to close a sale. [...]
There are only three ways a business can make more money – increase its number of new customers, increase the value of its average sale, and increase the rate and volume of repeat business.
That’s it. There are no other ways to make more money.
The first way, increasing the number of new customers, gets about [...]
Who is the right prospect?
That’s the question Dan Kennedy asked before giving a brief list of the four qualities of a good prospect. I was recently skimming through one of his books, No BS Sales Success, and that question caught my attention.
It's a great question for sales people. [...]
I used to work for a company that had a product list the size of a small book. The products we sold were so modular you nearly required a map to navigate the configuration possibilities. In fact, the configuration guide provided sales teams to accurately quote an order were nearly as large. The options and [...]
In school we're taught to answer questions. Getting 100% on a test, being first to raise your hand, and writing the correct answer on the board generally means you're the smartest kid in the class.
But is it the answers we have or the questions we ask that truly demonstrate our understanding?
Demonstrating understanding of your [...]
I’m being overrun with a parade of some of the absolutely worse marketing I’ve ever seen in my professional life.
It’s really bad.
Maybe not a coincidence, it’s all coming from the real estate profession.
Here’s the short story.
For the past several months we’ve had our house for sale. It’s a slow market. We let our [...]
There's one thing you have to give the Internet: low cost software, self-help kiosks, and discount printing – it spawns at ton of bad marketing materials and campaigns.
Lame flyers, bad business cards, sales letters without a point, cheesy taglines, nonsensical logos, confusing corporate identities, pointless announcements, etc. The world is full of really bad marketing.
But [...]
I’ve written a bit a lot about the importance of addressing reason to believe in your copy and communications, it’s one of three key elements to interlace into your story – benefits and difference being the other two.
Reason to believe can be heritage, degree, reference, testimonial, award, recognition, guarantee, case study, etc. Anything that [...]