Over the last 24 months, it was hard to find an aspiring entrepreneur who did not start their pitch with “free to teacher” model. Unfortunately, it is also hard to find a company for which this model actually worked. We can point to hundreds of casualties: entrepreneurs who used their scarce resources to build free […]
Category Archives: Sales Tips
When you are assessing the overall health of your company, the sales pipeline is a critical place to start. When Arc looks at a sales pipeline, we measure two things. We look at each deal and where it is in relationship to the ability to close the deal – not the probability of closing, but […]
The education market continues to shift toward digital content and educational technology. According to the newly released “Supplemental Products Market: 2014 Size, Growth and Trends” by Education Market Research, the emphasis on digital products continues to grow, with 45.9% of 86 companies saying their focus was 51% or more on digital, compared with 23.8% of […]
With schools in session, companies are necessarily focused on implementing products for customers, but it’s important to look beyond implementation and remember this is also a critical time to focus on extending your relationship with your customers for the entire year. As you focus on delivering products for your customers during the back-to-school season, […]
Though 2014 is just getting underway, much of what goes into your meeting your yearly sales goal should already be completed. In fact, your sales will be 20 to 25 percent of your pipeline value as of the end of January. (The 20 to 25 percent figure is not weighted, i.e. a 10k deal with […]
If you have not built or updated your website in the last year or two, it’s past time to take a long look at your web presence. As you evaluate whether you should update your site, you should also be evaluating how your site fits into your sales process. Your web site should be more […]
All too often, executives get focused on the day-to-day or short-term plans plan of their business, looking at what they are going to do rather than what they should be doing and what would create the biggest breakthrough for their company. They fail to work with intentionality and instead just get swept along with the […]
CEOs and founders often say they need is $5 million to bring their company to market. In many cases, this is true, but raising that much capital for a young company is often difficult and very expensive. So, how much capital do you need to get your company to the next level? Frequently, founders’ initial […]
With school back in session and fall in the air, most companies have turned (or should be turning) their attention to building leads and getting people engaged so that you can close deals in the winter and the spring, as our sales cycle chart to the right shows. At this point, for whatever your goal […]
With the start of the school year just around the corner (or already underway in a few states), CEOs are most likely focused on delivery during this crucial time of year. While successful back-to-school delivery is important, what companies should really be focused on is ensuring strong implementations that will lead to renewals. Now is […]
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