Numbers don’t lie. Unfortunately, they don’t always tell the whole story. New market research on the printing industry reveals why your sales strategy should be focused on the “Big Fish,” but that’s only the starting point. The next step you take is just as important as the data itself. We are big fans of market …
Are you easy? Are you easy to do business with? I don’t mean your company. I mean you. Individually and alone. Are you someone that people find it easy to get something done and feel good about the business arrangement? It’s very easy and too convenient in todays over connected and hyper world we live …
If you’re reading this, then you are in sales. Everyone is part of a sales culture, whether you are in the “C” suite, or a member of the legal or administrative department; whether you own your business or are the receptionist in a Fortune 500 company. A sales culture means that everyone’s in sales. Does …
Knowledge IS power and profits. Do you know how valuable you are to your clients? Have you asked? Do they see you as an extension of their business or as just a vendor? An fear of asking will lead us to complacency and a false sense of security. We can only be truly successful and get …
“It’s so much easier to say “no!” even though there is a “yes” yearning to get out” We do all kinds of things to sabotage our success. Things like closing a sale, getting a job offer, convincing a patient to adopt a course of treatment – the list is endless. Everyday brings countless opportunities to sell something …
Has the art of the “thank you” become extinct? Has it become a casualty in our insanely over-connected, rushed and reactive world we live in? I fear so, and I hope that we can save the “thank you” from extinction! As a keynote speaker I am often asked to do a presentation “pro-bono” and when …
There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message to everyone around us. These words – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and …
Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016. Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding, …
Learning the needs and desires of our “buyers” is an essential sales skill. Many of our discussions have said that implicitly. Let me emphasize this “learning” explicitly before we get to the work of educating our “buyers” about us. We’ve discussed reasons why confidence and humility are important. Here is one more: We need confidence …
I am an entrepreneur. I never actually sat down and said “I want to be an entrepreneur” but it happened. I guess you could refer to me as an accidental entrepreneur. Whatever. Here I am. In 2007 I found myself without traditional employment and as a result I started down the entrepreneurial road without headlights …
Entrepreneurial Success Demands a Plan; What is Yours? Read More »