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Why most small businesses fail

Eight out of 10 small businesses fail in the first 18 months. I ran my own small business for a dozen years, taking it national and then selling it. I have also acted as vice president in three other businesses with 10-100 employees, coached CEOs, mentored startups at MIT, and have many small businesses as [...]

By | 2017-07-10T18:31:34+00:00 July 10th, 2017|Uncategorized|Comments Off on Why most small businesses fail

CFOs and CMOs actually have much that they can work on together

Traditionally CFOs and CMOs have not been best friends. That’s not surprising considering that CFOs are hard numbers people and the most famous marketing phrase is ““Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” That was said, though, a century ago. Things have changed. […]

By | 2017-06-28T10:50:03+00:00 July 24th, 2014|analytics, digital marketing, marketing strategy|Comments Off on CFOs and CMOs actually have much that they can work on together

Blog Post from the Future: There is no stress

At the Sales 2.0 Conference in Boston on Monday, Heartland Payment Systems CEO and Chairman Bob Carr (on the left) said that there is no stress. Well, okay, maybe if a tiger is chasing you you should be stressed. But if you have 150 emails to open… or your stock price declines by 90% (as [...]

By | 2017-06-07T20:35:37+00:00 July 15th, 2014|blogging, general musings|Comments Off on Blog Post from the Future: There is no stress

Sales and Marketing Best Practices – eBook Introduction

This is the Introduction to the revenue + associates eBook, "Modern Sales and Marketing Best Practices: Conversations with 10 Leaders" which you can download. The Introduction is by revenue + associates president Louis Gudema If you want to know how to increase the revenue of your company, you’ve come to the right eBook. These 10 people [...]

By | 2017-06-07T20:35:37+00:00 July 8th, 2014|digital marketing, marketing strategy, revenue strategy, sales strategy|Comments Off on Sales and Marketing Best Practices – eBook Introduction

I’ve been asking the wrong sales question about revenue growth

When talking to prospects for revenue + associates I’ve been asking, “Are you happy with your rate of revenue growth, or would you like to grow faster?” While 3 out of 4 small business owners report they don’t want to grow at all, that they’re comfortable at their current size, I’m talking to mid-market companies [...]

By | 2017-06-07T20:35:37+00:00 June 18th, 2014|Uncategorized|Comments Off on I’ve been asking the wrong sales question about revenue growth

Low usage of modern sales and marketing programs present an industry challenge

The Internet is supposed to be the great leveler. Even the smallest company can compete on the global stage, and many customers won’t even know, or care, how small they are. But to win you need to compete, and my research indicates that many SMBs aren’t. I recently did a study of 196 companies with [...]

By | 2017-06-07T20:35:37+00:00 May 26th, 2014|Uncategorized|Comments Off on Low usage of modern sales and marketing programs present an industry challenge

Why companies now need a Chief Revenue Officer, and why CROs need revenue agencies

Today’s B2B business environment provides new and increasingly demanding revenue generation challenges, including rapid changes to our buyer’s journeys, an overwhelming proliferation of sales and marketing technologies, and the need for people in sales and marketing to have radically different skills than just a few years ago. The last thing companies need to add to [...]

By | 2017-06-07T20:35:37+00:00 May 20th, 2014|marketing strategy, revenue agency, revenue strategy, sales strategy|Comments Off on Why companies now need a Chief Revenue Officer, and why CROs need revenue agencies

What SMBs can do to cross the digital marketing divide

The Internet giveth and the Internet taketh away. For small and mid-sized businesses – including the smallest, which are just one person — the Internet has provided huge advantages. Relatively inexpensively they can create a basic website or blog and potentially reach a global market. They can get up and running on search advertising platforms, [...]

By | 2017-06-07T20:35:37+00:00 May 19th, 2014|digital marketing, SMB|Comments Off on What SMBs can do to cross the digital marketing divide

The value of a sales and marketing audit

A sales and marketing audit, one of the services that revenue + associates provides, supplies a company with insights into the strengths, weaknesses, opportunities and threats of its sales and marketing strategy and operations. It can be a valuable first step in a company increasing revenues and profits through measurable improvements in its sales and marketing. Fundamental to [...]

By | 2017-06-07T20:35:38+00:00 May 19th, 2014|Uncategorized|Comments Off on The value of a sales and marketing audit