How to Close More Sales

The phone rang. It was Sharon calling. She sounded glum, and there was no energy or life in her voice. “What’s wrong?” her coach asked. She explained that business was slow. She wasn’t finding any opportunities, and she wasn’t making any money. Her boss, to make matters worse, had just told her that if she…

Why Connecting with the Tough Decision Makers is Worth Your Time

Presenting a product or service to someone who cannot say “Yes!” and is not the primary decision-maker is one of the biggest wastes of time in the sales game. At certain times in the sales process, it can be appropriate to present to someone who can only recommend your products. It’s crucial to be aware…

What are you Measuring in Your Business

What are you measuring in your business? According to Peter Drucker, and the experience of all my clients, “what gets measured, gets managed”. If you are not achieving the results you want in your life, organization or business ask yourself, “What exactly are we measuring?”. Maybe you are measuring nothing at all. Our clients will…

7 Ways to Dramatically Grow Your Business

Increasing Profitability When you increase your business’s profitability, you increase the viability of your business and its ultimate value. Increases to profits leads to improvements in the flow of money to you, the owners, … the ultimate reason for a business’s existence. Some business people don’t like building profits as this increases tax liability; generally,…

Company Culture – How to Cultivate the Right Kind for Your Business

Certain industries are notorious for the kind of company culture that they cultivate. Hedge funds on Wall Street are known for fostering an extreme form of cut-throat competitiveness (not unlike what is depicted in The Wolf of Wall Street). By contrast, places like social work organizations tend to be more collaborative. Most workplaces will fall somewhere…

Four Reasons to Use B2B Email Marketing

It’s easy to think that social media is the only way forward in 2019. Nearly every business, big and small, has some sort of footprint on Facebook, Snapchat, and/or Instagram. Certainly, your marketing strategy should incorporate at least one of these platforms. However, it should not be the only format you focus on. Email marketing,…

Making a Customer Relation Management (CRM) System Work For You

If you’re not familiar with that CRM software does, it’s specifically designed to help facilitate and improve the communication and relationships between you and your clients. CRM software can do a wide variety of different tasks depending on which one you buy; common uses for a CRM system include account management, comprehensive analytics, data collection…

Culture Of Leadership

CULTURE OF LEADERSHIP RITUALS. I like the “cult” in culture. The best companies like Dell, Google, Southwest Airlines, Apple and Wal-Mart, have something in common with cults. They have unique rituals like 7 am team huddles or Friday afternoon pizza parties to promote team bonding. Rituals shape culture and keep it special. CELEBRATION. John Abele,…

A Business Coach Engages in Provocative Conversations

A Business Coach Engages in Provocative Conversations. A great Business Coach hears what the client is saying and not saying, questions what you hear, by asking the right questions, pressing for clarity, and by sharing what you know and how you feel, provocative conversations can occur within minutes, not months. Let’s have a conversation! Kent…

Measure Your Way to Success by Using KPI’s

One of the things I enjoy about watching a good basketball game is the commentator’s use of statistics. I’m amazed by the wide range of statistics used and the conclusions drawn in the commentator’s analysis of the game. Statistics, in many ways, really tell the story of how the game was won or lost. In…

Is Your Business Growing or Dying

As a Business Coach, often business owners ask if it’s true that 80% of new business may fail within the first 5 years. And what of those that still exist after the first 5 years? What is the main reason for these failures? Most importantly, what is the secret of a successful business? It’s not…

Breakeven Analysis

Breakeven analysis is a tool used to determine when a business will be able to cover all its expenses and begin to make a profit. For the startup business it is extremely important to know your startup costs, which provide you with the information you need to generate enough sales revenue to pay the ongoing…

Keeping Score in a Winning Business

Technology in sport today has become increasingly sophisticated and enables monitoring of individual and team performance to levels unheard of even 10 years ago. Basic scorekeeping is taken for granted and we now see an instant array of data available for immediate analysis and magic eyes to challenge the decisions of human scorekeepers, umpires and…

Roots

How important are your roots? At the Watson Lake Sign Post Forest in Canada’s Yukon Territory you can see over 70,000 hometown signs planted by people from all over the world!   Business Lesson to be Learned: Even if you never go back, it’s important to acknowledge from whence you came!

Muck & Money

And what is ‘Where there’s muck there’s brass’ all about? For hundreds of years in the UK, money has been referred to as ‘brass’. ‘Muck’ implies some form of dirt or manure. Most often, there are people willing to pay to have dirty jobs done for them. Business Lesson to be Learned: Don’t be afraid…

Who said that?

Who said: ‘Work Smarter…Not Harder’? This phrase has been attributed to Allan F. Mogensen, the creator of ‘Work Simplification’. And what is Work Simplification, you ask: “the organized use of common sense by everyone involved to find easier and better ways of doing work” Business Lesson to be Learned: Keep an open mind and listen…

Business Success: Eight Fundamentals

Business is full of mysteries, but none is greater than this: What are the elements that contribute to a company’s success? Executives have spent 100 years guessing about what makes a company succeed–and usually guessing wrong. In the best of times, most don’t fully understand what they’re doing right. Even fewer really know how to…

Uncomfortable Conversations

“A person’s success in life can usually be measured by the number of uncomfortable conversations he or she is willing to have.” ― Timothy Ferriss Who is making you uncomfortable? Who looks you in the eye and says, “given your skills, you could do better…” “You have enough leverage to really make a difference.” “What…

Are you working hard or just working long hours?

Hard vs: Long Work As the long days of summer become the shorter days of Autumn, how are you spending your time? Are you working hard or just working long hours? Long work is done by the lawyer who bills 14 hours a day filling in forms. Hard work is what the insightful litigator does…

Investing Time on the Right Tasks

Adoxography was a term coined in the late 19th century. It refers to highly skilled writing about trivial subjects. In effect, it’s wasting great skills and ability on things that don’t matter. And yet the ancient Greeks, who were otherwise pretty smart people, would engage in Adoxography on purpose, spending hours in praise of things…

COACHING — Not just for GOLF!

Attention Business Owners:   COACHING It’s Not just for GOLF! Let’s talk about the development of your golf game.   Your game has likely improved over time through the advice of others: the buddies at men’s night and the friends from work. Maybe you’ve read magazines or watched an instructional video you bought on the Shopping Channel. But what if…

Don’t Think Outside the Box – Redefine It!

Thinking “outside the box” is a popular idea in the business world today. People and organizations are told to think outside the box to stimulate creativity when they need to solve problems, streamline production, establish a new product, or develop a new process. And it’s true that unconventional thinking often sparks creativity and innovation. But…

Ten Reasons People Resist Change

Leadership involves introducing change, but what is a leader to do when faced with ubiquitous resistance? Resistance to change manifests itself in many ways, from foot-dragging and inertia to petty sabotage to outright rebellions. The best tool for leaders of change is an understanding of the predictable, universal sources of resistance. Once the source has…

How to Make Your Business Writing Twice as Good

You can double the power of your business communications simply by stating your primary message earlier. When business writing is bad, it’s usually: Complicated Confusing Vague Unconvincing A straightforward thesis stated early in the copy will solve these common problems. Let your readers know exactly what you’re talking about and why they should keep reading.…

Increase Profits by “Pruning” Your Business

When you hear people talking about sales goals, they’re almost always referring to gross sales, i.e., “I want to do $1,000,000 in sales. But what is more important — gross sales or net profits? Increasing net profits, the money you keep after paying expenses, should always be the goal. Doubling sales does not necessarily mean…

Features versus Benefits

The last thing you want your marketing copy to be is a features-laden description of your products or services.  Most clients and customers base buying decisions on perceived benefits, not features. Think of the feature as the description and the benefit as the result. Then rewrite your feature statements into benefit statements. You’ll save prospective…

Business: The $20,000 Phone Call

Business: The $20,000 phone call When a business receives a phone call, who answers? When a new prospect or customer arrives at your business, how are they treated?  Your marketing has finally paid off, all your hard work starts to materialize, something you did created action, and now it is time to turn that prospect…