Want More Prospects?

May 31, 2011
Thumbnail image for Want More Prospects?

Are you one of the many business owners who struggles with getting more business? If you’re seeing lots of prospects but they’re not turning into business, that’s a sales challenge.  Most of the struggling business owners I encounter claim that they close the majority of their prospects, but they don’t have enough leads in the [...]

Read the full article →

Are Your Sales Stalled?

May 17, 2011
Thumbnail image for Are Your Sales Stalled?

Last month, a client I was helping with sales started BCC’ing me on their prospect emails.  And I discovered an alarming pattern.  Many of the emails were just giving information or saying hello – without any action items or next step requested or defined. In Action Selling by Duane Sparks, he begins with a story [...]

Read the full article →

Quantum Growth

May 3, 2011
Thumbnail image for Quantum Growth

Sarah’s jewelry design business was growing a little each year.   She had a sales staff that she pushed and incentivized to grow their accounts.  Each year she picked up new accounts to distribute her product, but she also lost clients who either went out of business or decided only to carry their own line.  Net-net, [...]

Read the full article →

Winners are Quitters

April 19, 2011
Thumbnail image for Winners are Quitters

Successful people quit all the time. They just quit the right things at the right time. We were told when we were young that winners never quit. In truth, quitting can be the most powerful and effective action to move you forward in certain circumstances. In Seth Godin’s short book called The Dip: A Little [...]

Read the full article →

Are You Boring?

April 5, 2011
Thumbnail image for Are You Boring?

Years ago, I worked with a day spa client in New York City.  In Manhattan (this spa was in Soho), it’s hard to go more than a block without running into a shop that does nails, facials, and waxing.  The owner could never tell me why her spa was unique.  Why should people go there [...]

Read the full article →

How Defensiveness can Lead to Failure

March 22, 2011
Thumbnail image for How Defensiveness can Lead to Failure

I had a client once, let’s call her Sarah, who loved her business (except when her clients drove her crazy – but that’s a different post).  She had worked for others as a technician and decided she could be a better boss than her boss – a class E Myth story.  Sarah was proud of [...]

Read the full article →

Top 4 Reasons You’ve Got the Wrong People

March 8, 2011
Thumbnail image for Top 4 Reasons You’ve Got the Wrong People

We’ve been talking for the last few weeks about the Six Key Words to use to identify great team members.  We’ve covered the first three (like, trust, and respect).  Let’s pause this week to look at why businesses have such a hard time getting the right people. Reason #4: You Don’t Know What You’re Looking [...]

Read the full article →

Do I Respect You?

February 22, 2011
Thumbnail image for Do I Respect You?

Welcome to Part III of our series on the Six Key Words.  We’ve covered the questions “do I like you” and “do I trust you.”  Today, we’ll explore respect. Is this someone I can look up to?  Is she someone I would be proud to have on my team and to be associated with? Again, [...]

Read the full article →

Do I Trust You?

February 8, 2011
Thumbnail image for Do I Trust You?

Continuing our series on the Six Key Words, we move on from like to trust. Can I trust this person as an individual and to fulfill the commitments and responsibilities of her position?  Distrust in the workplace (which is surprisingly common in many large companies) costs time, energy, and money – valuable resources that small [...]

Read the full article →

Do I Like You?

February 1, 2011
Thumbnail image for Do I Like You?

Last post, I identified the 6 Key Words to use to evaluate any new relationship (or even an old one that might be changing).  You should explicitly rank candidates for positions within your company.  In addition, use this criteria when evaluating any professional or even personal relationship. Now to look at each of the Keys [...]

Read the full article →