What Are You Waiting For?

Sep 11, 2012 | Sales, Marketing & Customer Service

I've just started working with a client who desperately needs to increase sales. His company hired a new sales representative over a month ago. Together they identified key current customers to visit and penetrate further. They decided to focus on this group first, then they'd focus on getting new customers – a smart approach. Yet when I called last week to see how the sales calls (and – I'd hoped – sales closures) were going, I was stunned to hear that the sales representative hadn't made...

Who Do I Want As My Customers?

Apr 10, 2012 | Sales, Marketing & Customer Service

We've been doing a lot of work with clients lately on fine-tuning their marketing efforts. A crucial step in this process is getting crystal-clear on just who they want to have as a customer. Now I know this sounds like a somewhat strange activity. But you'd be amazed at the number of businesses who believe they can and should service everyone. Selling to anyone and everyone sounds great in theory, but in reality, it can cost you money, waste your time and resources, and drive your "real"...

Plan Well – You Want Them to Accept It Not Applaud It

Mar 20, 2012 | Strategic Planning

I recently experienced the same thing I tell my clients, and honestly, it was a bit deflating. Yet, it was the right feeling. It meant success. It meant the board's efforts in developing its strategic plan, debating objectives, defining strategies, and nit-picking select words had been worth the effort. The new board member with whom I reviewed the plan, simply said, "Thanks for that overview. It makes sense to me. It seems pretty straightforward, but it covers a lot of ground, which it needs...

Guest Post: Ron Karr

Dec 9, 2011 | Guest Post

We have a special guest on the blog today Ron Karr. Ron is the author of the CEO Bestselling Book Lead, Sell or Get Out of the Way and is an in-demand speaker and consultant on building high performance sales cultures. For more information, go to https://www.ronkarr.com Supercharge Your Success in Life the Justin Bieber Way By Ron Karr Justin Bieber is by far the biggest teen sensation today and for that matter one of the biggest stars of all. At the ripe old age of 17, you may be...

Guest Post: Gina Schreck

Nov 18, 2011 | Guest Post

We have a special guest on the blog today. Technology expert Gina Schreck, founder of Synapse. Gina has written a terrific article that we'd like to share with you. Leaders: Why Your Organization Should Not Be Using Social Media By Gina Schreck I am a social media nut… I’ll be the first to admit it. I share photos on Instagram, post tips on Twitter, answer questions on Facebook, scan every QR Code that I encounter, and I love checking in on Foursquare to try and rip the Mayoral Robe...