I’d like to wish you and your family a Merry Christmas. We’ve enjoyed sharing with you over the past year. We look forward to sharing more with you in the coming year. For those of you who have been reading us over the last several years, we appreciate your following and…
With all the changes going on in your markets, how do you increase your sales professionals’ effectiveness and results? Over the past several years we’ve seen sales cycles getting longer, fewer qualified meetings with clients, and lower sales volume. The year 2013 is going to be a challenging selling year…
Zig Ziglar was an American Success story. He passed away last week. When someone passes away, you realize you never had that chance to tell him how much he meant to you and your life. Zig taught me how to sell in the 1980’s. I can’t think of a person…
It’s time to dust off the crystal ball, consult with consultants, and come up with some predictions for 2013. If the Mayans are right, none of this matters. If I’m right, 2013 can be a breakthrough year for you and your business. I’m going to pick the trends that…
How do you gain an edge in this everchanging business environment? Have you ever considered how to become the trusted advisor for your best clients and potential customers? I have an easy way to create significant value for your clients while adding little cost to your products or services….
Salespeople often have mental blocks when it comes to prospecting. Low self-esteem and feelings of inferiority leading to the fear of rejection make some salespeople tense and uneasy about calling on prospects that they might feel are “better” than they are, socially or economically. These salespeople will not call on…
Last week, we talked about big data and how to be a better leader by better understanding how your market is changing. The challenge for most CEOs is to find individuals who can help develop and implement strategies to meet changing market needs by accurately reading the trends you see…
If you’re reading almost any major business journal today you’re being exposed to the concept of big data. So I thought it might be helpful to understand what big data is, how to use it, and what it means to the future of business growth. Over the last several weeks…
Congratulations on your past year. It looks like you’re going to have a year with record sales. As you move towards the end of the year, what can you do to insure a great final quarter and a faster start in the coming year? For many Inc. 500, Business Week…
How much money do you invest to get a new customer? Like many business owners, you make a significant investment in bringing in new customers. If you read business magazines you are always seeing articles about marketing, target marketing, and lead generation. These topics are getting a lot of press…