Increasing Sales Through Self-Generated Leads
By Donna West The real work of a salesperson—the work that truly increases your sales, and thus your income—happens outside of inquiry calls. Inquiry calls … Read more
Buying and Selling Businesses
20 Essential Questions for B2B Lead Qualification
By Giuseppe D’Angelo Are you frustrated when your salespeople squander your hard-earned leads? If so, you’re not alone. Reps ignore 80 percent of the leads … Read more
Maximize Results with B2B Outbound Marketing
By Ryan Apodac “What’s the secret sauce?” This is a common question new clients often ask me. But there is no simple answer. Of course, … Read more
Successfully Purchasing Accounts
By Steve Michaels Question: I am in charge of account acquisition, but every time I try to buy some accounts, someone beats me to it. … Read more
Mind Your Business: The Due Diligence Process
By Steve Michaels Question: I’m selling my business, and the buyer has asked me for a long list of information. What am I supposed to … Read more
Escrow Deposits and the Asset Purchase Agreement
By Steve Michaels Question: I am buying a business. In the letter of intent (LOI), the seller and I have agreed on a due diligence … Read more
Is There a Set Formula for Purchasing a Business?
By Steve Michaels Question: “I have self-listed to sell my business, and a prospective buyer has come to the table with an offer, stating that … Read more
How to Determine the Right Buyer for Your Business
By Steve Michaels Q: I am trying to sell my business myself and have two offers. I really like one gentleman, but another has put … Read more
Mind Your Business: What Is a UCC-1 and Why Should I File One?
By Christine Michaels I sold my telemessaging service and hold a promissory note from the buyer. Should I also file a UCC-1 form? UCC-1 stands … Read more
When to Walk Away
By Steve Michaels Q: I’m trying to purchase a business, but the seller keeps asking for more. When do I say, “Enough is enough”? A: … Read more