Small Business
Top stories summarized by our editors
2/23/2017

Conforming to the website requirements of the Americans with Disabilities Act is critical for a pleasant customer experience and necessary to avoid litigation, writes consultant Mike Schawel. The first step an e-commerce business should take is securing website accessibility resources such as Bigcommerce or Siteimprove, Schawel recommends.

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Entrepreneur online
2/23/2017

Testing different approaches can help you improve your direct mail marketing, writes Craig Simpson. Consider split testing headlines and envelop teaser copy, as well as offers, he writes.

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Entrepreneur online
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Craig Simpson
2/23/2017

Your business' supply chain can be a major drain on profits if it is not managed carefully, writes Sarah Landrum. Get a handle on this complex system by creating a timeline, choosing the right suppliers and embracing a lean philosophy.

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Sarah Landrum, supply chain
2/23/2017

Developing a written set of policies and procedures is critical for managing the transition when a key leader departs your startup, says Nicole Munoz of Start Ranking Now. It's also important to be transparent about the process and to have the departing leader train his or her replacement, entrepreneurs say.

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SmartBrief/Leadership
2/23/2017

Providing good feedback is a matter of sticking to "facts and behaviors" during the conversation, writes Mike Figliuolo. He likens the feedback process to a tennis match -- an exchange in which both participants take turns in an agreed-upon setting.

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ThoughtLeaders blog
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Mike Figliuolo, tennis
2/23/2017

Sales adviser Sue Barrett says selling solutions requires a completely different strategy than selling products or services. A sales organization may be well-versed in a product's features and benefits, but when it comes to solutions, the buyers define the value they want.

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Sue Barrett
2/23/2017

By monitoring performance metrics, investing in new technology and implementing loyalty programs, you might be able to retain dissatisfied customers, writes Endri Hasanaj. Rewards programs especially can make a difference in customer retention.

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CustomerThink
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Endri Hasanaj
2/23/2017

When a salesperson asks a good question but chooses the wrong time to ask it, they may lose valuable insight and miss opportunities for bigger more lucrative sales. Consultant Caryn Kopp says the success of sales questions is highly situational, so salespeople should change their questions to explore client needs more effectively.

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Caryn Kopp
2/23/2017

Brainshark and Highspot said yesterday that their jointly developed software solution will improve the sales process by combining Brainshark's on-boarding expertise with Highspot's content management and customer-engagement capabilities. Highspot CEO Robert Wahbe said elimination of multiple logins will improve how reps interact with customers.

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DestinationCRM.com
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Brainshark, Brainshark, Highspot, Highspot
2/23/2017

ShipLync seeks to improve logistics management by helping companies that need to move freight connect with service providers. Getting more shippers to join the platform is a challenge, but one expert advises the company to focus on its current customers for the moment.