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…

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…

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…

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…

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…