Recent Updates

Don’t waste your time chasing sales leads that aren’t leads

Don’t waste your time chasing sales leads that aren’t leads

| November 20, 2014 | 1 Comment

Years ago, when I last was a sales executive in traditional employment, I got into an interesting round of corporate politics with our VP of marketing over 800+ sales leads they provided my organization. The way the discussion was framed at a weekly SMT (senior management team) meeting was Marketing had provided Sales hundreds of sales leads that […]

Continue Reading

Example of a huge and unnecessary sales risk

Example of a huge and unnecessary sales risk

| May 12, 2014 | 0 Comments

Late last week I unwittingly experienced what has to be top on the list of sales mistakes. As it happened, I couldn’t believe it: Salesperson: Here are our benefits…blah, blah, blah. Me: What does it take open an account? Salesperson: Just a second and we’ll get there. Feature, feature, feature. Me: How do I start a business […]

Continue Reading

Stuff your way to greater profits

Stuff your way to greater profits

| May 9, 2014 | 0 Comments

It somewhat amazes me I don’t receive more coupons or gift certificates when receiving goods and services I’ve purchased. It’s the perfect time to offer an add-on, upgrade, or cross-sell to a new product. Stuffing a few offers in the envelope alongside your invoice can result in considerable money to your business. And your cost […]

Continue Reading

There’s an opening in my coaching program

There’s an opening in my coaching program

| April 28, 2014

  I currently have an opening in my coaching program. It’s a limited program so, I will fill the opening and then continue with a waiting list. If you’re not familiar with my coaching program, you can learn more here. Here are examples of things others have used my coaching program to achieve: 300% increase in effectiveness of direct […]

Continue Reading

Do you really value your customers or do you just want their money?

Do you really value your customers or do you just want their money?

| April 23, 2014 | 0 Comments

Try to find someone in business who says they don’t value their customers. It would be surprising if you found one – everyone values their customers. Or so they say. Valuing your customers is little different than loving someone – saying it isn’t enough. For some, saying you value your customers translates to “I hope they continue to […]

Continue Reading

Maintaining Price Integrity

Maintaining Price Integrity

| April 11, 2014 | 0 Comments

Last week I met with a small business owner, investor, and friend of mine to discuss specific investments he is involved in. He mentioned one of his investments, a software company, was wrestling with opportunities they are pursuing. This company my friend is invested in sells business software to F500 companies. They are a young […]

Continue Reading