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The Advantages of Being a Small Start-Up – Part 2

This is the second installment in a four-part series designed to encourage small start-ups by recognizing some of their inherent advantages. Small start-ups face a myriad of challenges. They are undercapitalized, unproven and have no market traction. They are up against the status quo that will use its established power and influence in the marketplace [...]

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Listen to and Learn from your Sales Staff

  In the previous post we examined some of the ways your well-meaning office, marketing, production and accounting staff may come up with “cost-saving” suggestions than can actually hurt sales.  When little things go missing or the package gets simplified in the name of production efficiency, you may hear “It hasn’t affected sales”…yet! Or, “Our [...]

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Beware of “Money Saving” Suggestions from Your Non-Sales Staff

 Let’s start by realizing that there are really only two divisions in every company, Sales and Sales Support. Since Sales Support includes everyone not in Sales, Sales Support consists of Production, Accounting, Marketing, and so on. Without sales there is simply no money for Sales Support salaries. Still, Sales needs Sales Support to perform.  The [...]

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