Measuring Customer Profitability

How does a business measure the profitability of their customers? It’s not easy. You can look at what they just bought and compare the revenue from that sale to what your cost was to make that sale, resulting in your profit. Or you could consider what long term value that customer will have with you and compare that revenue with ... Read More »

Seven Early Warning Signals of Ineffective Sales

Stop losing business by taking heed to these signals No one is perfect, and no business is either. So it stands to reason that individual components of a business may not be perfect either. Specifically, this could mean that your sales department and sales processes could use some tuning as well. Consider these seven early warning signals and see if ... Read More »


1. Have goals Being more efficient with your time is irrelevant if you don’t know how you want to spend it. In managing time, the compass is more important than the clock. Know where you want to go and spend your time on the things that get you there. Many people spend energy trying to be more efficient without first ... Read More »

10 Tips to Establish Stronger Rapport with Your Audience

Rapport with your audience is the secret to connecting, building trust and working together. If you’re selling that leads to more sales. If you’re managing that leads to more cohesive teams. When you don’t have rapport with your audience you are wasting everyone’s time and digging your grave. Start building rapport early in your presentation and reinforce it often while ... Read More »

Our journey to help the channel become stronger – Part 1

For the past 12 years, we have been implementing e-commerce solutions for VARs as part of their business infrastructure. We basically helped them to check price and availability in real-time; Generate electronic quotes; Buy and sell over one million products from all leading distributors including Ingram Micro, Tech Data and Synnex. We also helped them to integrate with their accounting ... Read More »

MSPs Have Intellectual Property to be Monetized

Most people think intellectual property is about inventions and patents. They overlook the fact that it also includes trademarks, copyrights, trade secrets and know-how. MSPs usually don’t have patents or inventions – but they do have a great deal of experience and knowledge. Below are suggested ways to monetize this expertise. Start by becoming a subject matter expert – write ... Read More »

A Dozen Quick Tips for Your Successful Webinar Presentation!

1. Test your Internet speed! is a good way. If your connection is too slow, frozen screens and slur talking are indications of a problem. 2. Remember the obvious! Are your headphones and mic working? Is your dial-in working with available mute? Do you have a glass of water? Did you put a “do not disturb” note on your office door? ... Read More »


The definition of insanity is doing the same thing over and over again and expecting different results. Albert Einstein Where in your business are you guilty of repeating the same mistakes or patterns of behaviour whilst expecting a different outcome? We are all sometimes guilty of behaving like an Englishman abroad. If you speak louder and slower, the foreign chap ... Read More »

Why SMBs Need an IT Health Assessment?

Many SMBs have never had an IT assessment. They understand that large companies need to conduct periodic assessments to minimize risks, maintain security and to meet compliance regulations but they don’t feel that they have the budget or the need to conduct an assessment on their own business. This is a huge mistake for the SMB owner and a great ... Read More »

Grow the Value in Your Business

Where is your growth focus? Top line sales? Bottom line profit? What about value? We all need an Exit Strategy. We might not be working towards an Exit, but until eternal productive life is bestowed on Entrepreneurs and Business Owners, we must face up to the prospect of our business either ending or continuing without us. To carry on without ... Read More »