Systemizing a Business - 2014 Archive

Last week we talked about how many business owners bury their heads in the sand when it comes to placing a value on their business. This week we focus on where the 'sweat equity' can make a positive difference in the valuation of your business.The markets and buyers of the world are as diverse as the businesses. This leaves each market and buyer with its own set of criteria and perspective of what value look like. Taking into account those diverse perspectives, this week we look at three core attributes that nearly all buyers are interested in paying top dollar to obtain: Growth, Cash Flow, and Systemization.

As you are aware, everyone in your business is responsible for sales. Some are more directly involved than others, but everyone plays their role. We’ve looked at the foundation for the sales team; but what needs to be in place for the remaining staff members who are only indirectly involved...

Last week we looked behind the curtain at pieces of the sales process that should be in place to help your business be more effective and flexible in its sales process. Now, we look to focus on pieces of the Sales Process that are external and the pieces that the client sees, hears, and touches. In the most effective sales processes, these external pieces connect seamlessly, giving the prospect or client the impression that purchasing the product or service is the natural and logical conclusion of the interaction. Pieces of the Sales Process puzzle we are going to focus on this week are scripts, agendas, and sales materials.