by Cindy Waxer. Today’s business marketers are under extreme pressure to identify top customers and make smarter business decisions in record time. However, pinpointing a business’s most valuable customers is harder than it sounds. For starters, there’s more than one way to determine a customer’s worth. According to Mac McIntosh, a B2B marketing consultant and speaker from North Kingstown, Rhode Island, there are three main measures of a top-notch customer: The amount of revenue a...

by Sherron Lumley. Who, exactly, are you? Amidst a veritable sea of sales pitches that consumers must navigate daily, that’s the essential question they are trying to answer when it comes to your small business. But if your company’s message is muddied or constantly shifting, connecting with potential customers in a way that reinforces trust and credibility becomes difficult, if not impossible. “The world has changed,” says Sander Flaum, former chairman of Euro RSCG, one of the world’s...

By Reed Richardson. The following is Part I of our two-part series on entrepreneurial elevator pitches. Here, we examine the reasons why every small business owner should master an elevator pitch as well as offer tips on how to build one for maximum impact. Part II of this series focuses more specifically on tailoring your elevator pitch to an investor or venture capital audience. If you only had one minute, could you effectively explain what your small business does to a complete...