Being ready for a new customer

In a sport, when a player isn’t ready when the play starts, bad things tend to happen. In some sports, a penalty. In others, the opposing team gains an advantage, sometimes big, sometimes a few points. In business, being ready when “the play starts” means you might get the business. Not being ready may mean […]

The single most painful lesson software companies learn

photo credit: Tim & Selena Middleton The most painful conversations I have with small software business owners are about marketing. One of the more common ones relate how another company “stole” their business with “more aggressive” marketing. The victim of this “theft” blames it on someone else’s marketing despite watching it happen right in front […]

Pushing You Starts The Whispering

photo credit: Rob Gallop Earlier this week, I wrote about breaking down Chet Holmes’ “Dream 100” list of prospective customers into 10 lists of 10. What I didn’t tell you was why I break the list down. Asking you to name 100 random prospects would like result in an impact focused on one thing – […]