(The rest if you can also read it if you’d like…) So you think you have this sales and marketing stuff figured out? Allow me to challenge that assumption. Here are some things to think about: Customer Attraction: Why would they want to talk to you in the first place? How well is your name recognized? Who else have you helped? What mannerisms matter? Do your marketing materials really speak to their biggest problems/threats? Do you have a clear target market? Geography Niche Specific problems you can solve Market Size (How many prospects are there?) Company Size (How big do they need to be to afford you?) How do you differentiate your features/benefits? How well…

Here’s an interesting fact: Every organization has 3 main functions: Sales and Marketing to generate opportunities,and close deals. Operations to produce and deliver the goods/services sold Finance/Administration for accounting, HR, and other admin functions. Knowing this allows us to understand how work flows through the company. In fact, it’s linear. It must pass through all 3 functions in that order to generate money/profit. Are you aware that every business has a bottleneck, or constraint? That is a mathematical certainty. Why? Because if your business does not have a constraint, you’d have infinite profits. And even Apple doesn’t have that (although some think they are close)... Your…