Maximize Your Company’s Value for Sale

Maximize Your Company’s Value for Sale

As a business growth advisor, I am frequently asked this question by business owners: “How do I make my company more valuable?” Ultimately, what they are after is to understand: “What is my company worth?” For a privately held company the answer is, of course, “That all depends what someone else is willing to pay for it.”

Sales Management by the Book

Sales Management by the Book

Being great at selling doesn’t guarantee success in sales management.  These roles are distinct and call for specific skills. While plenty of sales people advance into management positions, they often need training and guidance in running an effective, winning team. Some of that guidance can be found in books written by experts in various aspects of sales management. Here are my recommendations.

Small Business Growth Tips (Radio Interview)

Small Business Growth Tips (Radio Interview)

On this episode of the Ask Brien Show with Brien Johnson and Alex Grossman, guest Michel Koopman joins them to talk about sales, organization and how people develop their own skills and business to create a profit.

Tips on Sales Efficiency (video)

Tips on Sales Efficiency (video)

Great insights from Amir Reiter, Founder & CEO at CloudTask on driving sales efficiency through role specialization and automation; tips on using "chat" to qualify opportunities and his thoughts on what motivates him as a leader.

#1 Skill to Hire For

#1 Skill to Hire For

When someone in front of you is indeed naturally curious about how they (or their solutions - yes, this is just as crucial in sales as during job interviews) add true value to you, they are purposeful.  Their interest is authentic as they like the topic, company, industry and/or person they are talking with. 

Hacking Growth

Hacking Growth

Hacking Growth. What does this really mean? To many, it’s an assumption of a bad or a lazy, unethical way to garner marketing success. This couldn’t be further from the truth. Allow me the opportunity to demystify the term ‘hacking’ for the purpose of growth. Let’s put it in the context of how best to acquire loyal customers, differently. 

5 Ways to Better Align Marketing with Sales

5 Ways to Better Align Marketing with Sales

Highly aligned sales and marketing teams achieve 32% greater year-on-year growth. Every stat you look at when it comes to this topic demonstrates the advantages, yet few organizations ever achieve true ‘smarketing’ alignment. Furthermore, countless blogs focus on how to improve email open rates, or the perfect cold calling approach, but when it comes to alignment, such a crucial part of business success, it often misses the limelight. Here we offer our stand out tips to synchronize sales and marketing, and some of the results you will see once this happens . . . 

5 Reasons You Need Key Performance Indicators

5 Reasons You Need Key Performance Indicators

Too many entrepreneurial businesses are run based on the "needs of the day." Many have the opportunity to transform from having the business pressures dictate the daily activity, to driving the business performance they strive to achieve. Having KPIs, tied to strategic goals, is one important way to get there. 

"If you do this, you might be a micro-manager!"

"If you do this, you might be a micro-manager!"

This article is most applicable to those entrepreneurial CEOs who find themselves suddenly in charge of a “real company” with tiered levels of employees, but they are still trying to do it all. This detailed-oriented strategy may have worked in the beginning, but now it is just micro-managing. In order to continue to grow the company, CEOs need to shift from managing to leading its people.

5 Steps to Successful Marketing

5 Steps to Successful Marketing

This article quickly sums up the vital pieces of a strong marketing strategy, plus the roles and responsibilities required within each discipline. If the process is built in a logical format and delivered strategically, then your company will see successful results.

Five Important Hiring Tips

Five Important Hiring Tips

When selecting candidates for interviewing, most hiring managers glance through a pile of very professional and glossy resumes – keeping their eyes peeled for reputable education, skill sets and past work experiences. Once a handful of resumes makes the ‘maybe’ pile, they will begin to drill down. This is where the hiring managers must read between the lines to ensure that the candidate’s printed version matches up with the company’s needs. Hiring mistakes are common and can cost your company thousands of dollars, not to mention time setbacks that will be felt by the entire team. Let’s take a look at five key hiring tips and discover some lessons for success.

 

Objection Handling

Objection Handling

Having a career in sales is more than just making the sale. This article will focus on the most common B2B sales objections  and some tips to overcoming them. Features tell and benefits sell!

Growing Sales

Growing Sales

You’re running a company. It’s business as usual. Sales teams are active. Yet, sales numbers are stagnant. Why? Sales as a profession has changed so significantly over time which is why the sales strategy must as well. Let me take you back to the basics.

CEOs Should be in the Trenches

CEOs Should be in the Trenches

5 Reasons a CEO Should Spend Time in the Trenches: As a leader at your company, you probably aren’t looking for more to add to your to-do list, but you should always be seeking ways to improve your leadership and your company. And while there are many benefits to working in and around management — like peer insight and guidance from mentors — the rest of your workforce has a lot to offer as well. Here are five reasons why you need to spend time in the trenches with your employees . . . 

Sending Micro Messages

Sending Micro Messages

Leaders don’t miss a beat when it comes to the terms, “value-added,” “transparency,” “innovation,” or “game-changer.” But are you verbally and non-verbally keeping your team engaged? Take a look at these questions and let’s see how well you are doing.

10 Steps to Strategic Partnerships

10 Steps to Strategic Partnerships

From experience, I can tell you that many strategic partnerships that are announced with a bang, end up flat and disappointing. This is because either the marriage was wrong from the beginning or failed due to bad execution.  

Leading with Purpose

Leading with Purpose

It is my belief that having meaningful purpose is the driver for right behavior and for sustainable business success. I am fortunate to have founded 2Swell, a company with a mission that matters; the “why” is what motivates us; but let me first tell you “what” we do.

Business Athlete

Business Athlete

Sometimes a simple change in scenery or a diversion in thought can help you arrive at some of your most critical, brilliant ideas. One morning, while on a beautiful, mangrove-filled, forest trail, the sun was shining on my face when I heard my friend, whom I was following on my mountain bike, yell over his shoulder and say “See Koopman, this is what I do for a living.

Top Sales Trends and Books

Top Sales Trends and Books

The best salespeople across all industries will tell you that successful selling is both. It’s also perhaps the hardest business skill to perfect, which is why the greats never stop learning.