Selling to Small Businesses

Why is it that most sales and marketing literature sucks — to put it bluntly? I have three main beefs with your average marcomm materials: (1) They are boring –  boring with a capital B. (2) They have too many words.  Hence, no one reads them. (3)  They make it impossible to tell how the company is different or [...]

PR professionals who represent small businesses often have particularly difficult challenges.  They are helping promote businesses that operate on a shoestring.  Often the client has little or no funds for major campaigns.  The PR professional is in the unenviable position of having to show results while the client spends little or nothing. Here is one way to get superb press coverage.  Invite a local [...]

Technology consulting — especially technology consulting for small businesses — is pegged to be an area of significant growth next year.  That’s according to Entrepreneur magazine, which notes: “Businesses without in-house IT departments need experts to hook them up with everything from printers to internet security to wireless networks. But you can’t just rush in with [...]

The most recent edition of Facts, Figures & the Future newsletter by Phil Lempert takes a look at the Hispanic-ization of America: Without question, America is undergoing a Hispanic-ization. In some major cities, such as Los Angeles, traditional Anglo-Saxons are now a minority, thanks primarily to the large influx of Hispanics and Asians. Many cable systems [...]