Sales Community Expert's Corner

Here are two January events I posted that you should look at: The first event is a free webinar: Succession Planning - Preparing an Exit Strategy, on January 20, at 1pm. Hosted by Access National Bank as part of the Growth Capital Educational Series, this one-hour panel discussion is for any small business owner who may one day hand off ownership. (And let's face it -- that's everyone, one way or...

Jeff White is a co-founder and partner of Blue Canopy, bringing over eighteen years of experience leading vital business initiatives as an entrepreneur, executive, and a business partner. Most recently, Jeff led a software development practice for AT&T that created significant strategic advantages for his government and commercial clients. It entailed the application of innovative e-business ...

Mark Hogan is currently with Government Sales Force LLC, and has more than 26 years of specific, relevant, successful experience with Federal Government contracting. He was personally responsible for building successful Federal Government Divisions for Oracle and BEA Systems. As VP and General Manager of BEA Government Systems, Mark grew revenue from less than $2 million to over $140 m...

http://www.rolosoft.com/software/email-check/wa/lite/validate.aspxIf you have an idea of someone's email address but you are not sure...you can use this tool to check the validity of the email address prior to sending an email.    This is a helpful tool in adding just one more way to contact your leads - whether candidate or sales leads.Share your tools with us....

The Treasury Department released a Google Maps mashup of TARP recipients nationwide. The mashup allows engaged citizens to easily review which local, regional, and national banks are participating in the Capital Purchase Program and how much money they've received: Tracking Federal Spending on Google Maps...

We all agree these are challenging and interesting times. This is also a time filled with opportunity.  Growth is critical for a company’s survival yet tight cash flow is the reality, squeezing business development initiatives.  The solution is to streamline the sales process.  Every moving part in an enterprise must be properly aligned for growth so that the company can continue...

I continue to be amazed by the answer I get when I ask a CEO how much time he/she spends with the really good customers.  Too frequently the eyes drop to the floor, perhaps even slightly ashamed, with the admission of guilt that “well, it has been a while.”  I ask myself “how can this be possible.”   We are talking about the person or people who continually buy from us, who...

Often overlooked as a source for working capital to start and build a business is revenue, and yet it is the cheapest form of capital.  It costs nothing in terms of equity or interest payments, and it carries an obligation to others whose goals are not always congruent with the founder/operators of the company.   Further consider that revenue validates the company’s value proposition,...

This being a tough market finding creative ways to open new doors of opportunity is a necessity.  Use of the internet as a networking tool is something we have all be been thinking about but many have not had the time or inclination to sit down and try to figure out.  I recently decided it was time to stop dodging the issue to create my online profile and am pleased with the progress I ...

Does the government consider leasing instead of outright purchases in their procurement decisions? Yes, the government does sometimes consider leasing arrangements and will say so in the original RFP. Please note, that if the government does not specifically ask for leases, and you offer them, you may be deemed outside the competitive range because you have submitted an alternative proposal.&nb...