Categories for Sales

Using KPIs to Move the Needle

by | September 3, 2019

A number of years ago, I asked my husband, a finance guy, to review the company’s budget for the coming year.  He looked at our projected top line revenue (which was projected to be a significant increase over the prior year) and asked, “Where’s the additional revenue coming from?”  My response was that I took... View Article

Guest Blog with Pricing Guru Mike Pritchard: Pricing Based on Cost Rather Than Value? Why?

by | February 13, 2019

At Pricing Gurus, we believe that value-based pricing allows companies to achieve higher profitability and a better competitive position. Some companies disagree with that perspective or feel they are stuck with cost-based pricing. Let’s explore a few reasons why value-based pricing is generally superior. I like this definition from Wikipedia – “Value-based price is a... View Article

Metrics in Motivation

by | August 20, 2018

A lot of emphasis is placed on the need for metrics in business – “What gets measured, gets done” or “What gets measured, gets managed.”  When management starts tracking a behavior, the staff starts paying attention to it.  That’s good, right?  That’s the point!  When the metrics aren’t clear or aren’t aligned with your business’... View Article

The Work and Reward of Sales

by | May 8, 2017

We’re good at goal setting, especially around sales.  Each year, we determine what our annual sales growth should be and break it down by month and quarter based on cyclicality and recent trends.   It all looks pretty on paper.  Then, as we go through the year, the stars don’t always align and we miss our... View Article

The Equinox “Why”

by | August 4, 2015

Many of you have been a part of our story at Equinox Business Law Group for years – some of you since we started with a different name 10 years ago.  We have grown over the years and maintained our core mission, but I feel this core mission hasn’t been visible in how we talk... View Article

Predicting Financial Results – It’s All About the Data

by | January 7, 2015

Blog written by Michelle Bomberger, Equinox Business Law Group How many of you ended the year surprised by your business results?  How many of you could have readily predicted what the results would be?   It’s very common for small business owners to not have the tools to predict revenue and find themselves surprised by their... View Article

Why Organizational Awareness Matters

by | October 3, 2014

While in business school, I didn’t put much thought into the many classes offered on the topic of organizational design and effectiveness.  It seems obvious that these are important but it was hard to fathom that they were more important than effective operations, marketing and sales.  Yet as I’ve continued my education from business school... View Article

Creating A Structure For Sales Success

by | June 5, 2014

Blog written by Michelle Bomberger, Equinox Business Law Group. As business confidence increases, many companies are looking for sales people.  Yet when you talk with business owners, finding a successful sales person is very tough.   The skills required to be successful are not always obvious. What you hear in an interview may sound great, but... View Article