Lincoln (Guest post by John Wirtz.) I'll never forget the most intimidating spreadsheet I ever had to face. It was winter 2009, and this piece of paper was just sitting there on my desk staring at me. It wasn't our sales goals for the year. It wasn't a list of the hairiest bugs in Hudl. It wasn't our steadily-decreasing statement of cash flows. It was a list of head football coach names, email addresses, and phone numbers from high schools here in Lincoln, Neb., and it was scaring the hell out of me. | Hudl in winter 2009: Going into the 2008 football season, our Hudl video analysis system was up and running … read more

Des Moines (Guest post by Mike Colwell.) Selling to businesses (B2B) can be hard but I will argue it can be very rewarding. I gained my selling to business experiences in the 80s and early 90s with a company called Norand Data Systems out of Cedar Rapids Iowa. We were selling new technologies (mobile and wireless computing) to established and mostly lethargic large corporations around the world. Based on those experiences, here are six things I think are critical to successful selling to businesses. 1. Sell on hard ROI. What is hard ROI? It is a return on investment that eliminates a budget item … read more