How about trying a bold approach to prospecting? Consider sending an unsolicited proposal to a select number of prospects! In addition to conventional prospect campaigns, provoke conversations directly with the right C-level prospect with a focused Demand Generation initiative. Packaging current capabilities with a spiffy cover letter and request for a meeting is insufficient. Gaining […]
Some executives challenge the value of Strategic Planning particularly for Small Businesses, defined here as companies with <$25M Revenue. A few even argue that it is inappropriate (). For all those naysayers, the four most commonly cited reasons are: 1) no time, 2) big cost, 3) small payoff, and 4) plans are short-lived. Let’s look […]
While the intellectual property (IP) wars between mega-businesses like Microsoft and Uber make headlines, the magis group has found that many small to medium-sized business leaders have not considered (or simply do not know that they should consider) the importance of patent strategy in protecting their business from competitive incursion. Mark McCareins, Clinical Professor of […]
Before my fellow sales friends blast this declaration, selling is the most difficult job in the company! Customers’ financial and procurement process stifles creativity and discount value and innovation. That effectively and purposefully boxes vendors into commodity pricing comparatives. Sales people must ignite business ideation discussions. Sales management too often inflates value of CRM and […]
