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About 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 and service, office technologies and SEO, leadership, business communication, and has been named by Buyerzone and others as a top business blog.  He is the author of Getting Connected Through Exceptional Leadership, available at Amazon.com, and has been a featured expert for Inc.com with articles published in many online and print venues.

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As of June 2014, the current situation in Iraq is spiraling out of control.  A new, spin-off terrorist faction called ISIS (Islamic State of Iraq and Syria) is committing atrocities and taking ground in north-central Iraq and moving southward toward Baghdad, changing the short-lived democratic face of the region and creating scenarios and military alliances […]

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How many people in sales do you know that do not want to reach the decision-maker with their pitch?  The rhetorical answer is…zero, of course.  When it comes to complex sales of technology, consulting, or other high-value yet high-ticket services in a B2B setting, those decision-makers reside within the C-Suite of your target prospect organizations.  […]

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If the No. 1 reason for missed sales is not asking for the order, then a close second has to be the mis-applied sales pitch; that is, trying to sell to non-qualified prospects. This is particularly true for high value B2B sales, such as new technology or outsourced professional service contracts.  You just don’t have […]

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The United States Navy Seal program develops warriors on the battlefield par excellence.  These are men who are the very best at dealing with crisis situations that most of us can’t begin to contemplate and handling them with crack efficiency.  Unfortunately many of us reading this, myself included, never realize that game excellence until one […]

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In my line of work, one of the most frequent expressed needs my technology clients talk about is new business development.  Sales have stagnated or dropped, and the CEO is seeking the classic Hunter.  This makes sense.  New business development is incredibly important.  But what about old business development?  I’ve found out that many business […]

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We all remember in science class as kids the theory of Darwinian Evolution: survival of the fittest, or more simply, adapt or die.  Unfortunately, the fear of impending death is usually the case for action for adapting in modern business as well.  That’s what makes it so tough to reinvent business—when the pressure is on […]

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All good business leaders know developing a market niche is critical to growing deep business development roots.  People want to be served by experts, particularly in the consulting or professional service spaces.  If you haven’t made a mark as a thought leader in your specific slice of the market, you’re breathing competitive tailwinds as you […]

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When the world is filled with apples, how can your business become an orange?  In the universe of modern business, getting your name out as a recognizable and trusted expert within your industry is the main task facing CEOs, CMOs, and vice-presidents of sales or business development.  Standing out in a world of sameness means […]

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In my conversations with CEOs about white-collar business development, the topic of LinkedIn will invariably arise, with mixed opinions.  Some top executives tell me that their best salespeople use LinkedIn all the time to seek out and forge new relationships that convert into business.  Others think it is another social media waste of time and […]

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New business development, defined as new customers that are actually buying your products and services, is the lifeblood for most businesses, at least those that are trying to grow. Unfortunately, many entrepreneurs, owners and CEOs oversimplify the business development process to what sales or BD person has the biggest Rolodex. That’s a critical mistake, and […]

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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 — is famous in business circles as an analogy to explain the fascinating use of big data to drive results. But just what do you measure when it comes to […]

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As the Web progresses, so does the refinement of the top search engines and the algorithms they utilize to ascertain important content in cyberspace. Relevant is the key word here, which means valuable to the searcher and the most likely to be exactly what they are searching for. Rolling into 2012, search engines such as […]

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LinkedIn is a rapidly expanding social media platform that appeals more exclusively to business individuals than Facebook and Twitter; especially to those interested in business-to-business (B2B) possibilities. You undoubtedly know that already. Most of those people are looking to prosper with LinkedIn marketing and create new leads, business, or career options. What you may not […]

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Advertising a small business online is the Wild, Wild West. Too many choices, not enough time, and it all sounds like it will work, right? Here’s a way to wade through the nonsense and preserve your peace of mind while finding payoffs in internet advertising strategy. Survey Results Approximately a month back I posted this […]

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LinkedIn has transcended simply being a place for aspirant unemployed guys to hang out awaiting their next big break. It’s a way for business experts to hang out and engage like-minded others and find the people who exhibit expertise in their markets on an everyday basis. Peoples’ thoughts make for solid content. If you read […]

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