Dramatically Improve Your Networking Results!

Networking is a great way for entrepreneurs and professional sellers to generate leads and get appointments with prospects.    More leads- more appointments- more sales.  The formula is pretty simple. Why then are so many not taking full advantage of the networking opportunities they have? I hear a lot:  “I’m just not a good networker.” […]

It’s Not Always About Price

When professional sellers tell me they have lost sales to price, it’s like hearing nails raking down a chalkboard. Especially if it has happened over and over. Some people only buy on price.  That’s reality.  It is possible  to minimize the number of people just buying on price though. Here is what to do Price is a […]

Tools of Professional Management

. “…at some stage ‘entrepreneurship’ is not sufficient and the nature of the organization must change, together with the people who run it.” Eric Flamholtz “Growing Pains” How well do you cope with the endless day to day problems in your business?  AND simultaneously keep an eye on it’s future direction? Both are critical.  However you will need […]

What NOT to Say-The Importance of Human Relation Skills

Excellent technical skills are a must for any business.  Outstanding verbal skills are also, as they influence customer service, sales, team effectiveness, efficiency, and turnover.  If you say the wrong thing, or say something the wrong way, you risk losing customers and prospect opportunities.  You jeopardize effective communication with everybody. It doesn’t matter what type […]

Small Business Success Requires a Full Sales Pipeline

As a business owner, you wear many hats.  One of them is VP of Sales and Marketing. This role is responsible for lead generation and turning prospects into clients.  Sales are the fuel which keeps your business engine running.  For this reason, filling your sales pipeline needs to be a non-stop endeavor. How well do you perform in the VP Sales […]

Become Extraordinary Through Your Vision Statement

Vision is one of the least understood concepts of small business strategic planning.  It is a powerful tool for your business, yet is often overlooked.    Following is a summary of “Become Extraordinary Through Your Vision,” a video by Dewitt Jones.  This is one of the best descriptions of the importance of a Vision Statement you will find. “A vision is […]

Top 10 Reasons to Get Better at Goal Setting

If you can change your relationship with goal setting, you can change any area of your business or life for the better. Here are 10 reasons, in no particular order, to be better at  goal setting both personally and professionally: 1) Goals help you establish direction, define actions, and measure progress. Successful people use goals to be successful.  Goals […]