Category Archives: Sales

Strengths, Weaknesses, Opportunities, and Threats (SWOT) in the University Publishing Industry

During our SWOT mastermind discussion in Philadelphia, we shared common industry issues that challenge how we operate a university press. The Strengths of the SWOT analysis centered on peer review, curation, and scholarship, as well as data handling and project management. The Weaknesses and Threats, outlined below, seemed manageable. Many of us have been dealing…
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Will You Work Free for Me?

Will You Work Free for Me?   Imagine that a prospective client engages with you about the offering they need, which you provide. He or she wants to “pick your brain.” At first you talk on the telephone multiple times, then in person. The conversations flow naturally, as they should with good business relationships, and…
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5 Disasters for Your Small Business to Avoid

5 Disasters for Your Small Business to Avoid Whether you’re operating a start-up or an established business, the small-business world can quickly become a minefield. Briefly, let’s review the more common types of business disasters faced by entrepreneurs and small business owners today. Neglecting your marketing and letting your new-customer pipeline run dry If you…
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Does Your Value Proposition Need a Checkup?

Does Your Value Proposition Need a Checkup? First of all, Investopedia defines value proposition as “a business or marketing statement that summarizes why a consumer should buy a product or use a service. This statement should convince a potential consumer that one particular product or service will add more value or better solve a problem…
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Thinking about Hiring a Salesperson? – 4 Things to Consider

Thinking about Hiring a Salesperson ? - 4 Things to Consider Deciding to hire your next salesperson is an important decision, whether it’s your first freshly minted new hire or simply your latest addition to a team. Why? A salesperson is the first impression your company makes on the outside world. A salesperson can help…
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Five Things I Wish I Knew About Business at Age 18

Do you ever wonder what it would be like to have the knowledge that you have today, but at a younger age? Being older and wiser, then going back to an earlier time, would remove a lot of stress from life—and it could even be fun! The formative years of middle school, high school, and…
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How Do You Deal With Being Ignored in Business?

Have you ever sent an email or left a message with someone and only heard crickets? How about that proposal you wrote at the request of a prospective client? You sent it on time and followed up with emails and telephone calls, only to receive no response. How did it make you feel—angry, disrespected, ignored,…
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