Recent Articles from Larry Turner
Seven things you must do before selling your company: part 2
Editor’s note: This is the second of a five-part series on preparing yourself and your company for sale to maximize your outcome. Read part one. Once you have worked with your financial planner and understand what is needed to sustain a desired lifestyle after the sale of your business, it is time to start working on […]
Seven things you must do before selling your company
Editor’s note: This is the first of a five-part series on preparing yourself and your company for sale to maximize your outcome. You have worked most of your life at a business that has been a key part of your life and now it is time to sell your company and retire. As an owner […]
Beef up your biz instantly: acquire a competitor
We all know that increased sales volume in our businesses can be the cure to a number of problems. What is not readily known is there are opportunities to increase sales through acquisition during these difficult times. Sure, many banks have higher standards for lending, but there are ways to get a deal done. I […]
The key to unlocking your sales potential
Last year was a painful one for sales leaders, and your organization is looking to you to increase revenue. Your expense budget has been decimated, sales targets are a stretch, only a part of your sales organization is producing and pipeline management has been nearly impossible. Does this sound remotely familiar? You cannot continue to operate […]
Make the most of what you’ve got
As business owners and senior level managers, we tend to get caught up in the day-to-day activity of running our businesses and lose sight of areas that can generate additional revenue. Over the past 20 months, many of the businesses I’ve met with have been trying to ride out the recession, with some of these […]
Don’t waste your time with a business plan
It’s that time of year again, spending many hours of your management team’s effort developing the business plan for next year. Too many companies spend hundreds of hours on the plan and miss their targeted results because of an inability to implement actions in support of the plan. Break this cycle and start developing an […]
Maximum wood behind the arrow
The straighter you shoot your arrow, the deeper penetration you get. That is the same philosophy behind increasing sales through vertical marketing. If you provide the exact product/service that your target market wants and needs, in a way they want it, you will get deeper penetration in that market, resulting in increased sales and margins. […]