The bad news for small business is the Price War is over and we lost. But the good news is the Trust War is on, and establishing trust as a best practice with all the stakeholders in your small bus... » More

As the shift from the Age of the Seller to the Age of the Customer plays out, two types of sellers — Hidebound and Visionary — currently exist in parallel universes, but not for long. Which one are... » More

Recently, Jim was interviewed by podcaster Alan Belniak with Alignable.com on the challenges of operating a small business in the 21st century. Here's what they discussed. » More

Business referrals have always been there for the picking, but many salespeople and organizations don’t have a referral strategy. And even though getting referrals is fall-off-a-log easy, there are... » More

In the marketplace, productive chemistry between people and organizations has long been known to be critical for sustaining successful performance. To achieve the level of success you want, conside... » More

Now more than ever, small businesses need to focus on what their customers want, which is customization, and leave the commodities to the Big Boxes, like Amazon. » More

In the marketplace, there are actually three different clocks at work that every business uses: one for operating expenses, one for sales, and one for cash. Let’s take a look at how these three clo... » More

Retail customers pay at the point of sale, but business customers usually expect an open account relationship. However, when you extend credit, you haven't made a sale, you've extended a loan. Here... » More

Whether you’re a veteran steeped in Old School or a New School newbie, employ these 11 timeless, THE School fundamentals to reset your post-pandemic small business. » More

An unfortunate reality that small business mariners experience on their marketplace voyage is a condition Blasingame named professional scurvy, which can be cured with Professional Vitamins. And th... » More