TPN Finance Conversation – Part 2

February 25, 2011 by

Below is a link to my weekly interview on The Pulse Network (www.thepulsenetwork.com) with Mike Nahass of NMS Capital (www.nmscapital.com). In this episode we discuss the oil price increase and how it impacts companies and busienss planning. Like the last it starts a little slow and the engagement will surely pick up as we get more comfortable with the dialogue, but the topic is an interesting one.
We cover -

  • How the oil crisis will affect future business planning
  • How the up-stream affect of a financial hit will ultimately impact jobs and job creation
  • How a smart business plan turns into a problem for a company because of a change in world policy that affects the economic climate

Let me know your thoughts.  Also – let me know if you have topics you would think are interesting for Mike and I to explore.

Filed Under: General

TPN Finance conversation Part 1

February 21, 2011 by

If you have a few moments, please take a few minutes and watch this video.  I am going to be doing weekly interviews on The Pulse Networks (www.thepulsenetwork.com) with Mike Nahass of NMS Capital (www.nmscapital.com).  In this episode we discuss whether a CEO should take the time to establish themself as a personality championing the products and services of the company.  It starts a little slow but I think you will find it an interesting conversation.  Let me know.  Also – let me know if you have topics you would think are interesting for Mike and I to explore.

Filed Under: General

Work your database!

February 7, 2011 by

Recently I had to be reminded the most important lesson in sales, if you are not working a database you are not working!

Let me explain.  Recently I have joined forces withh Jason Chudnofsky, someone I respect on many levels and probably the best sales leader i have ever meet, to grow our CtrossTech Media business.  After two weeks with us Jason came to me asking me the most basic question – “Why are you / we not working your / our databases better?”  And it got me thinking – here I am preaching about data, databases, analytics, and tracking and yet in my own organization we are not doing it like we should.  Thankfully, we are fixing it.  And fast!

So what is working your database?  Well, it is simple in many ways.  Sales, no matter how it is done, is all about managing the process of tracking prospects through the funnel.  Yes – social media and digital meda have changed the landscape.  But the principals of selling are the same – you need to work a database and take prospects through the process from Awareness to Prospects to Leads to Sales.  How you do it might be diffferent.  But it all starts with the same principle – have a database and work it through the funnel.

Are you working your database?  Are you tracking it like you should?  Trust me – stick to the basics.  It does work.

Filed Under: Digital Leaders