Karl Walinskas
Karl Walinskas
Karl Walinskas is the CEO of Smart Company Growth, a business development firm that helps emerging technology firms build competitive advantage and move the sales needle. His Smart Blog covers sales, office technologies and SEO, leadership, business communication, and has been named by Buyerzone as a top business blog, with credits including Inc.com, Selling Power, and many more.
How to Get to First Base with the C-Suite
image courtesy birdswatcher.com How many people in Sales do you know that do not want to reach the decision-maker with their pitch? The rhetorical answer...
How to Double Your Sales Wins Before Your First Call
image courtesy Wrigley Corp. Anyone engaged in selling, be it a salesperson or a business owner that promotes her own company, wants to develop new...
Suspect to Prospect: The 1st Rung of the Sales Ladder
If the number 1 reason for missed sales is not asking for the order, then a close second has to be the mis-applied sales...
3 Lies You Tell Yourself About Your Customers That Cost You Sales
image courtesy "Sudden Impact", Warner Bros In my line of work, one of the most frequent expressed needs my technology clients talk about is new...
Going Vertical: Discovering Target Markets That You Can Succeed In
image courtesy of Feelart @ freedigitalphotos.net Business leaders are increasingly trading in their shotguns for laser-sited sniper rifles. You may think I’m talking about a...
Becoming a Business Chameleon: Adapting to Change Before It Happens
image courtesy Predator, 20th Century Fox We all remember in science class as kids the theory of Darwinian Evolution: survival of the fittest, or more...
Committing Nicheocide: 3 Signs It’s Time to Kill Your Niche
image in part by zirconicusso @freedigitalphotos.net All good business leaders these days know that developing a market niche is critical to growing deep business development...
Navy Seal Crisis Response: 3 Steps for Your Business
The United States Navy Seal program develops warriors on the battlefield par excellence. These are men who are the very best at dealing...
Business Speed Dating: The Right Way to Prospect Using LinkedIn
In my conversations with CEOs about white-collar business development, the topic of LinkedIn will invariably arise, with mixed opinions. Some top executives tell...
Rolodex Rainmaking: The Real Truth
New business development, defined as new customers that are actually buying your products and services, is the lifeblood for most businesses, at least those...
Making Sales a Science: Sales Analytics
The story of Moneyball, General Manager Billy Bean’s use of analytics to create a continually competitive baseball team in Oakland on a shoestring budget,...
Developing Your Market Game Changer
When the world is filled with apples, how can your business become an orange? In the universe of modern business, getting your name out...
Mental Aerobics for Salespeople: Breaking Through
image by marin/ddparumba @ freedigitalphotos.net Sales professionals leverage their history, training and experience in their personal selling tool kits, making them available as needed to...
Selling Technology to the C-Suite: Making the Complex Actionable
Image courtesy of Victor Habbick @freedigitalphotos.net We’ve all seen sit-coms showing nerds at Star Trek or Lord of the Rings Conventions, laughing at the esoteric,...