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The Sales Process as a Project

The Sales Process as a Project By Phil Perkins President and CEO, ACUMEN Corporation In 2015 my friend and colleague Dan Schultheis, a former IBM executive and management consultant, and I published a book called “Willing To Buy; A Questioning Framework for Effective Closing”. What follows is an excerpt from…

Sell me your product in 90 seconds! (and I’ll sell you mine…)

Sell me your product in 90 seconds (and I’ll sell you mine). Ready?  You have 90 seconds to sell me your product/service.  Go! Oh, wait, I’m not listening right now.  But do it in the comments on our LinkedIn post – this will be a great exercise.  I got the idea…

Milestones of 25 Years in Business

With this posting I’m officially kicking off our celebration of 25 years in business here at ACUMEN Corporation. Quite frankly I think I had lost track of the passage of that much time, given that the work is so fulfilling. From a personal standpoint I have had the pleasure of…

ERP by Any Other Name

I don’t know about you but I get awfully tired of the three letter acronyms you see every day on business web sites and marketing pieces. CRM, SFA, SBE, POS, EDI…ERP. How many of those to you recognize? Are the meanings clear? It’s as if marketing executives spend hours making…

The Lost Art of Listening

As a business owner I’m often required to interview candidates for positions in either our consulting group or our sales team. While I love meeting new people, I can’t say that running those interviews is one of my favorite responsibilities. Nonetheless over the years I have developed certain questions that…

Lessons in Problem Solving; David’s Rule

What follows is an excerpt from my book “Points of Productivity; Turning Corporate Pain to Gain”. A second edition comes out later this year. It tells the story of how I learned to live by David’s Rule. That being: “Leave them feeling positive and you’ve created a friend and partner.”…

If You Want to Understand What Makes a Company Tick, You Have to Get Your Hands Dirty (or at least your shoes)

In the world of software implementation and business process consulting the necessary first step in making any recommendation, whether it be for a software system or for revisions in processes and procedures, is what we call the discovery process. Normally that entails rather detailed discussions with key stakeholders in a…

Your CPA Firm Brings Additional Value

I’m proud to say that we have had the same outside tax accounting firm for all of our 25 years in business. During that period they have become extremely knowledgeable in our business practices, products and the nuances of our marketplace. It’s truly a luxury to have an advisor we…

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Small companies can now afford the best tools

  You know, I seldom use our blog area to do a commercial. I’d like to think that whatever writing I do in this area has some informational if not educational value, but this time I think I need to break my own rule for a good cause. I’ll follow-up…