Business Management Series

Looking for ways to get ahead in today’s competitive marketplace? This Business Management series provides resellers with basic strategies, skills, and tools you can use to better manage and grow your business.

Sales & Marketing Strategy Chapter Three: Understanding The Sales Cycle – Part 1

by Business Management Series January 13, 2012 Business

Every organization’s sales cycle will be different to some degree. This is due to the nature of the products or services that are sold. For instance, the sales cycle for reselling components (which is typically a turn-around sale) is usually dramatically different then a server sale (which typically has a longer sales cycle). It is [...]

Sales & Marketing Strategy Chapter Two: Building a Sales Team

by Business Management Series January 6, 2012 Business

Your organization will fail without a solid sales team (even if that means that you are the sales team). Your sales team is the front line for advocating your company and establishing relationships with both your customers and your prospects. The development of a solid sales team is essential for your growth and survival. Defining [...]

Sales & Marketing Strategy Chapter One: Business Goals and Objectives

by Business Management Series December 2, 2011 Business

Aligning your business goals, objectives and personal goals is essential to the success of your organization. It is virtually impossible to run a company without a plan, but a plan is useless without objectives and milestones. As previously stated, you should always develop your strategy with the end in mind. Setting your business goals and [...]

Sales and Marketing: An Introduction to Sales and Marketing

by Business Management Series November 25, 2011 Business

In this step, we will discuss how to define your sales and marketing strategy for your business. We will determine how your sales infrastructure and marketing plan relate to your overall business growth strategy. Now that you have a solid foundation for your goals and have a clear definition of how you will handle the [...]

Business Operations Conclusion & Frequently Asked Questions

by Business Management Series October 28, 2011 Business
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Is there a right or a wrong way to “guess” what my projected revenues will be? Yes and no. To make a bit more sense, let’s take these one at a time. Yes, there is a wrong way to “guess” what your projected revenue will be. When projecting revenues for your business, you must remember [...]

Business Operations Chapter Six: Profit Corporation—A Case Study

by Business Management Series October 21, 2011 Business
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Let’s take a look at how Profit Corp addressed the chapters in this step of the Business Development Framework: Human Resources Salary Adjusted* By Period John Smith $55,000 $66,000 $5,500 Junior Engineer $30,000 $36,000 $3,000 Sales / AM $25,000 $30,000 $2,500 Sales / AM $25,000 $30,000 $2,500 Junior Engineer $30,000 $36,000 $3,000 Total 165,000 $198,000 [...]

Business Operations Chapter Five: Partners vs. Evangelists

by Business Management Series October 14, 2011 Business
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One of the most common misperceptions about partnering is confusion over the difference between partners and evangelists. Many entrepreneurs (and even seasoned business professionals) look to partner with organizations in an effort to increase their sales and exposure. While partnering with another organization does assist in increasing the number of opportunities for your business, so [...]

Business Operations Chapter Four: Hiring and Recruiting

by Business Management Series October 7, 2011 Business
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When looking at competitive advantage, there is really only one aspect that is unique to any business: the people in your organization. When looking to hire new employees, it is important to make appropriate decisions. In his book, “Good to Great”, Jim Collins shows that making sure you have the right people on your team [...]

Business Operations Chapter Three: Assumptions and Tasks

by Business Management Series September 30, 2011 Business
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As we have previously commented, one of the most common mistakes that an entrepreneur makes is to not document their assumptions when planning their business growth strategy. Remember that this is particularly important when developing your revenue / cost projections, especially if your plan is to finance your business with outside capital. Most investors and [...]

Business Operations Chapter Two: Cost of Goods and Cost of Time

by Business Management Series September 23, 2011 Business
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Now that we have covered the basics of developing a costs and revenues projection for your business, let’s dive a bit deeper into cost of goods and your organization’s overall cost of time. Cost of Goods (sometimes referred to Cost of Goods Sold or COGs) is your cost for the products and services that you [...]

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