Sales & Marketing

Category: Sales & Marketing

Intangible Assets: Protecting Your Brand And Reputation

“In an economy where 70% to 80% of market value comes from hard-to-assess intangible assets such as brand equity, intellectual capital, and goodwill, organizations are especially vulnerable to anything that damages their reputations” (Harvard Business Review). Last week, I had a conversation with one of my coaching participants, Dory. Dory’s company is trying to make

Read More

Maximizing Your Bottom Line In 3 Simple Steps

Sales are great, but wouldn’t they be better if you were actually able to reap the rewards? Many CEOs that were not trained with an accounting/finance background struggle to understand profitability. They think that if sales are great, then the business is great. But when sales increase, inventory and overhead increases. Productivity also decreases –

Read More

Beware of the J Curve

An increase in sales sounds great! Right? But have you ever heard about the colloquialism of growing out of business? Growth requires cash flow, but sometimes, quick growth doesn’t allow you to keep up. If a company is run by leaders with sales backgrounds, they will be more focused on the growth than supporting that

Read More

E-Commerce is the New Black

You may have heard the phrase, “[insert color, thing, etc.] is the new black”. It stemmed from the fashion industry in reference to the color. Ever heard of “pink is the new black?” Black has always been a traditional, stylish color that will never go out of style. That’s why today, we’re saying the e-commerce

Read More

Marketing Fraud

See also: Intangible Assets: Protecting Your Brand and Reputation The Red Flags of Fraud Dealing with Employee Fraud Marketing Plan 7 Warning Signs of Fraud Marketing Mix Protect Yourself: A Guide to Non-Compete Agreements Does Your Business Need A Financial Audit? Becoming a Smart CEO Marketing Fraud Definition The marketing fraud definition is the false

Read More

Black Friday

See also: Traditions Turned Financial Fluctuations Improving Profitability – Fuel for Growth Product Life Cycle Stages Beware of the J Curve Black Friday In America, Black Friday is an event that is not only the most shopped on day during a typical year, but it also generates huge sales. “Only in America do people trample

Read More

Turnover in Collections is Destroying Your DSO

One of our clients called us up because his DSO went from 34 days to over 72 days within a couple months. He couldn’t figure out what was causing his daily sales outstanding (DSO) to increase so dramatically in such a short time. When we came in the office to investigate, we found that there

Read More

Selling Your Business

Companies are constantly being bought and sold; so regardless of what position you are in or what industry you service, selling your business is one of those topics you need to know about. It’s a common misconception that the financial persons are overhead, are not valuable, and simply just count the numbers. But over the

Read More

How to Produce Realistic Sales Projections

2016 has flown by and we are already in the fourth quarter! As we wrap up the year in just over a month, strategic planning for 2017 is happening in businesses across the world. As the person responsible for the bottom line, your job as a financial leader is quite simply to improve profits and cash flow.

Read More

What is your business worth?

So, you’re considering selling your business… Whether it’s to pursue new opportunities or to get out while you can, you need to start thinking about your business from a valuation standpoint. Even if you don’t intend to sell your business in the near future, building a business to be sellable is a sound strategy. So,

Read More

Fair Market Value

See Also: Adjusted EBITDA Asset Market Value vs Asset Book Value Valuation Methods Goodwill Impairment Fair Market Value Definition The Fair Market Value definition is the price a specific property, asset, or business would be purchased for in a sale. A company’s fair market value should be an accurate appraisal of its worth. Calculating Fair

Read More

Why do most sales projections fail?

One common perception is if most sales projections fail, why do it? As you probably know, sales forecasts are used to predict a certain amount of revenue over a given period of time. Whether this is based on a gut feeling or on historical data, the worst thing you can do is over-promise and/or under-deliver. [box]Remember:

Read More