Triggering Trust
Before the great recession, business trust was easier to earn and bestow. Taking a chance on a new vendor or offering your prospect a sweetheart deal was good business and could be fun. There was a...
View ArticleIs Your Price Right?
Pricing has always been one of the greatest games in business. In times of scarcity, this is ever so true. The price you offer has to reflect value, convey trust and cover costs of sales, delivery, and...
View ArticleAchieving Your Best and Highest Use®
Best and Highest Use® is when you look at your company and its impact on your customers. Is it still helping resolve their pain, achieve their opportunities, and succeed as much as it used to? Or...
View ArticleMake This Your Most Profitable Year Ever – Profitability Tips
Recently, Anita Campbell of Small Business Trends interviewed me during our recent webinar and came up with several excellent ideas for you including 45 ways you can improve your profitability in 2010....
View ArticleThree Ways To Ensure Your Social Media Efforts Create Profitable Growth
Recently, I ranted about how blogging and tweeting are often incompatible with generating qualified leads or closed sales (“To Tweet or to Sell”). But if you run a business, how do you know if your...
View ArticleGet Sold and Get Going on Creating Your Sales Engineers
In an era where buyers need complete confidence in their business relationships, most favor vendors they can trust to provide the most understandable and least risky solutions possible. This is not...
View ArticleGo Ahead, Try Buying From Us!
As hard as business is, why do some of your suppliers act like they’re disgruntled TSA workers giving you a “pat-down” just for trying to do business with them? Whether it’s your delivery, raw material...
View ArticleShout Out or Shout At Your Sales Force? Is It Generating Sales Growth in the...
Hopefully, your business has been getting better, and you are reporting increased sales. Why? Who deserves the credit? What is your sales force saying? Like Captain “Sully” Sullenberger, does your...
View ArticlePractice “The One Thing:” Abundance and Scarcity:
Remember the movie City Slickers where Jack Palance tells the boys to find “The One Thing!” What is the one thing for your business? If creating profitable growth sounds right, read on. Whatever you...
View ArticleAssess Corporate Culture When Choosing Your Next Customer
It is standard practice to qualify a prospect on the basis of time, need, authority and money, but why not by corporate culture as well? We all find it easier to work with some companies just as we...
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