Do Business Owners Know What Their Product or Service Really Costs?

One of the questions I get all the time is “What is the top issue you see with businesses?” and I always answer this with a very short…

Mark Bishop Brings Sales Solutions Experience to Oak Hill Business Partners

“We are very excited to have Mark join our team,” said Oak Hill President and Founder Erik Owen.  “Not only does Mark bring a wealth of knowledge and…

When It Comes To Sales, Do Good Things Really Come To Those Who Wait Or…Does The Early Bird Truly Get The Worm?

How would you describe your company’s basic business-to-business sales philosophy: passive/reactive or aggressive/proactive? The passive/reactive philosophy is not necessarily the wrong approach just as the aggressive/proactive philosophy is…

Things To Consider Before Diving Into A Marketing Communications Project

By Terry Bolda Previous blog postings have explained the advantages of having professional and regular communications with your target audience, whether it is a letter, annual report, blog…

Finding (And Satisfying) The Unarticulated Need

By Jim Buell What if Henry Ford had only listened to his customer?  I don’t think he would have been nearly as successful as he was. Henry Ford…

Sales Accountability vs. Organizational Responsibility

By Peter Rathmann Customers are disappearing, buying habits have changed, profit margins are shrinking, marketing budgets have been stripped, and the competition is entrenched. To compound the problem, your…

What’s Your Product? Selling Using Customer Norms

By Jim Buell The bottom line? Businesses run on numbers. Why is it, then, that when many companies market their products and services to businesses they usually offer…

Things you probably don’t want to know: How much is your bad sales forecast costing you?

By Mike Williams and Erik Owen If you’ve stopped trying to fix the bad guesses about future sales, then you must be resigned to the amount of money…

Sales Are Improving, So Why Don’t I Have Any Money?

By Mike Williams It is one of the most frustrating realities of business, that after all your efforts and hard-fought battles to gain new business, you have run…

Take Time to Define Your Team’s Passion

By Jeff Tetzlaff I recently sat in on a meeting of Oak Hill Business Partners.  Of the many topics they discussed, the one that caught my attention concerned…