YMIconsulting

There has to be a method to the madness.

Let’s begin with the fact that social and digital are not marketing themselves. They are crucial components of promotions and advertising, which are part of the marketing mix. Marketing encompasses much more than social media and the web. I meet too many people that claim to be…

Under-promise and over-deliver? Stop.

One of the first things B2B salespeople are taught: Under-promise and over-deliver. It seems…

Avoid the horrors of sales training.

When your solution salespeople dread attending sales training and find any excuse to not attend, it is time to re-evaluate how sales trainings are conducted. Likely, the content is relevant and important to salespeople, as well as to the business. However, sales…

Business Case: Seal the deal.

All salespeople know that they have a greater chance of closing a deal if they have influence over a buyer’s decision making process. In B2B markets, salespeople strive to “get a seat at the table.” However, most the time, solutions salespeople do not get the opportunity to…

Required: Project Management Skills

Being in business is exciting. Whether you’re a small business owner, tech entrepreneur, or a new business leader, it is easy to quickly take action without thinking through the process. In previous blogs, I’ve stressed the importance of creating plans and…

Don’t be fooled by competitive advantage.

Understanding your competitive advantage is inherent to the competitive advantage itself. In other words, to truly exploit your competitive advantage, you must understand what it is. Quite often, people and organizations move through the motions of business…