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SCORE ExpertAnswers

When Jill Konrath recognized that the crazy-busy work environment was wreaking havoc with sellers, she immersed herself in the issue until she discovered new strategies that worked. That resulted in her highly acclaimed book, SNAP Selling, which jumped to #1 on Amazon within hours of its release, joining her previous book, Selling to Big Companies, as one of the site’s most popular sales titles. 

Jill has worked with large companies like IBM, GE, and Staples as well as numerous small businesses. She’s also shared her insights and ideas via TV, leading business publications, and on her website jillkonrath.com which contains a wealth of free resources. 



All customers begin as leads, but is it possible to differentiate a “good lead” from one that may have a lower chance of panning out? 

About the Author

Sales expert Jill Konrath is the author of two best-selling titles, SNAP Selling and Selling to Big Companies, has trained sales teams at Fortune 1000 brands including IBM, GE and Staples, and works with numerous small businesses to provide the same high-quality sales training normally available to large corporations. Visit her website at jillkonrath.com.


       After working for more than 25 years in the publishing industry, the company I worked 
for downsized and I accepted an attractive buyout package. Now I’d like to start my own 
business. What do I do first?



About the Author

       This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly 70 current and former business executives available to provide free, confidential, one-on-one business mentoring and training workshops for area businesses. Call 603-666-7561 or visit merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer opportunities. SCORE is a national, non-profit organization and a resource partner of the U. S. Small Business Administration.
       Have a question you’d like answered in this column? E-mail it to info@score-manchester.org, with “Ask SCORE” in the subject line.    

Cabinet Company Uses Smart Strategies to Survive Recession - Rolf Boone

Mon, 2013-03-11 10:23

Ross Irwin, 65, and Trivonna Irwin, 61, owners of Cabinets by Trivonna in Lacey, are living proof that learning takes place at any age.

After opening their business on the eve of the recession, the Irwins have sought the advice of SCORE and the Small Business Development Center, both providing key advice that helped them weather the recession.

Peg’s Salt Has Savory Prospects - Kathy Johnson

Mon, 2013-03-11 10:16

Cass Cannon is an entrepreneur. She’s followed her heart—plus gone into a lot of research and training—to start her own new business, “Peg’s Salt.”

She learned about what she was getting into before jumping off the new business cliff. “A year ago I went to SCORE,” a nonprofit association of volunteer business counselors throughout the U.S. with offices in Waynesboro and Charlottesville. Then she filled out the incorporation papers online. “Doing Peg’s Salt was like a no brainer,” Cannon said.

List of key places to go for Inofrmation about starting a business in Pennsylvania.


Choosing Among Sole Proprietorships, Single-Shareholder Corporations And Single-Member LLCs For New Businesses

Choosing Among Sole Proprietorships, Single-Shareholder Corporations And Single-Member LLCs For New Businesses

Q: I’m starting a new business in New Hampshire. I will be its only owner. Should my business be a sole proprietorship, a single-shareholder corporation or a single-member LLC?

About the Author

John Cunningham is a N.H. business lawyer whose practice is focused on LLC law and tax. He chaired the N.H. Business and Industry Association committee that drafted the Revised New Hampshire Limited Liability Company Act, a radical revision of New Hampshire LLC law that went into effect on January 1st. LLCs are, by a wide margin, the entities of choice for N.H. business start-ups.

Steve Strauss, founder of www.theselfemployed.com, explores the pro's and con's of becoming an entrepreneur at various life stages.

About the Author

Steven D. Strauss is a lawyer and writer and is one of the country's leading experts on small business as well as an international business speaker. The best-selling author of 17 books, his latest is the all-new 3rd ed. of The Small Business Bible. You can listen to his weekly podcast, Small Business Success Powered by Greatland, visit his new website for the self-employed, TheSelfEmployed, follow him on Twitter, and "like" TheSelfEmployed on Facebook. You can e-mail Steve at: sstrauss@mrallbiz.com. © Steven D. Strauss

Essential Etiquette for Business - Jinelle Shengulette

Mon, 2013-03-04 12:53

Etiquette is not always about which fork or glass to pick up at the table, said Diane Marcus, owner of Essential Business Etiquette.The Penfield woman offers etiquette seminars to businesses on variety of topics, such as social situations, introductions, international and health care settings, and more.

New Freedom Company Invents Pad to Reduce Injury in Car Racing - Stephanie Reighart

Thu, 2013-02-28 09:42

Denny Gross has had back injuries all his life.  He started sprint car racing in 1973 at the age of 22 and has kept up with the competition ever since.

"When you're an engineer and race for a lifetime, you come up with ideas to solve problems," Wickham said.

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