Effective Leadership Means More Than Just Being The Boss

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In February of 2015, I wrote an article on LinkedIn titled, “Are you a Boss or are you a Leader?” Given current world events, as well as some disturbing trends in business today, I thought that this would be a great time to revisit some of my key points from that article and share some research I’ve done […]

The Document That’s Key To Becoming A World-Class Entrepreneur

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Successful business owners are not usually “fly by the seat of their pants” entrepreneurs, but rather everyday people who employ a sound planning process that details their business plan, avoids mistakes and minimizes risk. That process should be detailed in a comprehensive business plan that clearly defines their business, identifies their goals (both short- and long-term) […]

One Invaluable Technique For Effectively Selling To Committees

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If you are in sales, especially B2B sales, you might have had (or will soon have) the difficult task of selling to committees or boards. If so, there is one tool that will help you increase your close rate and shorten your sales cycle. The Challenges With Selling To Committees B2B salespeople across the globe […]

Leveraging Gatekeepers

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If you are in sales you know it isn’t easy to get to the decision maker in today’s business environment. The number one reason…gatekeepers!  A gatekeeper is a person or technology placed in your path to make it difficult for you to establish contact with someone who’s in a position of authority or responsibility.   […]

The 4 P’s

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Marketing has their 4 “P’s:” Product Price Promotion Place/Placement To my knowledge no one has offered the most important 4 “P’s” for sales…until now! I believe that they are: Passion + Purpose + Planning = Performance Passion If you are passionate about what you do motivation isn’t a problem.  If you’re passionate about what you […]

Cutting the Red Tape Around Committee Selling

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Have you ever pitched to a committee or group, thought it went really well, then found out that you lost the bid due to red tape, confusion about the decision maker, or competing bids gathered to leverage lower pricing? You aren’t alone! Recently, I was speaking with a friend and colleague who noted that over […]

Who’s Managing Your Time?

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The first thing that business owners need to acknowledge is that there is not enough time in a day to do everything they want to do!  That means they have to consciously decide what they are going to do with the limited amount of time that they have at their disposal. With over four decades […]

15 Productivity Killers for Salespeople

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Productive/Engaged salespeople are always more successful, have a tendency to stay longer and they attract more people like them to join the organization.  For more than four decades I have had the opportunity to observe salespeople…good ones/bad ones, young/old, new to the industry/veterans in the industry, product salespeople/services salespeople, B2B/B2C and many more. Here is […]

6 Keys to Jump-starting Sales

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The most successful salespeople I know recognize when it’s time to jump-start sales. Whether it’s the beginning of a new calendar/fiscal year, after a prolonged slump or prior to the launch of a new product or service, they know how to get back on track (and stay on track). Here are 6 keys to jump-starting sales […]

Franchisee “Red Flag” Checklist

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Since 2006 I have had the distinct honor to work with some of the most recognizable and successful Franchise Systems worldwide! Over the past ten years I’ve identified 12 traits and behaviors of Franchisees that had a tendency to struggle within their franchise system. I call those traits/behaviors my Franchisee “Red Flag” Checklist: Not following their business […]

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