The tension between marketing and sales is legendary. But does there need to be a strict dichotomy between lead generation and sales execution? Smaller firms may vest these responsibilities with the same professionals, working with a simple, if not inadequate, budget to generate revenue. The work is seldom finished. Revenue is a flow variable that can be easily or unexpectedly thrown off course. Outsourcing requirements to consultants becomes an insurance policy.
Our headline understates the scope of this impressive work. The author offers an a-to-z treatment of how to raise capital in a concise do-it-yourself volume. Certainly, strategic networking is an essential component of that process, but we also learn about…
Virtual Selling would likely have never been written without the pandemic. Professional salespeople discovered abruptly in 2020 that traditional models of sales engagement were failing abruptly. Direct prospecting was impossible, face-to-face discovery meetings were improbable, and closing deals required an…
Zero to Sold will empower entrepreneurs to transform their ideas into time-tested businesses. At an early stage, too many founders want to focus on securing outside capital. That pursuit can be their demise, given that raising money is a full-time…
