We often spend a lot of time worrying about what our competitors are doing. We genuinely think that our competitors represent the greatest risk to our companies.
When we look at our P & L we think sales are too low, costs are too high, and profit is elusive so we blame competitors, the market conditions, globalization, and other external factors.
What if I told you that the largest threat to your business was ALWAYS internal? Continue reading “Get Out of Your Own Way and Profit”
The art of being a great salesperson is, in my opinion, best achieved when you marry inborn personality characteristics and training with a sales system that takes advantage of the science of making money.
The system that most sales professionals use can be broken down into 4 individual steps. These steps kept in the correct order produce consistent and predictable results. The methodology and technology used to execute this system is merely the “how” and can be personalized to fit any salespersons preference and more importantly any customers preference. Continue reading “3 Different Types of Sales Presentations (3.5 minute read)”
You have made a big decision. You are going to start your own business!
There is a lot of attention given to the start-up phase of becoming an entrepreneur but I would like to provide you with lessons I learned after my business was successful and I wanted to sell my business. By applying these lessons now, while you are in the start-up phase, I hope you can benefit from my experience and save yourself a great deal of time and future frustration.
If I was to do it all over again this is how I would do it! Continue reading “The Blueprint for Starting a Business You Can Sell (3-minute read)”
Learn about the key elements that make a sales plan successful.
Are you working in the right direction?
A sales plan will help you to organize your activity into a systematic approach that will move you consistently toward your goals. A sales plan establishes clearly defined goals, priorities, timetables, and necessary resources. It is a roadmap to success.
Continue reading “How to Write a Successful Sales Plan (3.5 minute read)”
Every business has a demographic that describes exactly who their ideal customer is. Many sales professionals and entrepreneurs fall into the trap of treating all customers equally. This is a bad idea.
Your customer is YOUR customer. They are ideally suited to do business with you. They believe what you believe, they buy what you sell and want to do business the way you do business, and they want to buy from you. Continue reading “Identifying Who Your Customer Is and Isn’t (2.5-minute read)”
The Pareto principle (also known as the 80/20 rule, the law of the vital few, or the principle of factor sparsity) states that, for many events, roughly 80% of the effects come from 20% of the causes. – Wikipedia
This principle can be applied in almost every aspect of business and life. In the context of today’s article, we are going to apply it to identifying the core of your business. Continue reading “Identifying Your Core Products and Services (1 minute read)”
Learn about one of the most powerful ways to accomplish big things in your life.
Do you want to accomplish big things with your life?
Focus on ONE THING at a time!
To illustrate why this is so important let me tell you the story of how this BLOG came into existence.
Continue reading “Focus on One Big Thing (3-minute read)”