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Preparing for Battle – 5 Things You Must Do

Preparation is of utmost importance when going to battle. Could you imagine showing up to a gunfight with a knife? Or going to nuclear war without a gas mask? You might as well sign off on your own death certificate. And this my friends is the way many people approach sales calls. They show up […]

Why? Is there a more important question?

Simon Sinek started a whole new revolution in business when he delivered “How Great Leaders Inspire Action” at TEDx. The concept of asking why isn’t new. One of the first questions we learn as young children is “why?” Why do I have to? Why can’t I…? When we are asking why, we are attempting to […]

3 Ways to Make the Right Sale

If you have been following me long enough, you know that I believe there are right and wrong sales. The right ones fit neatly within your core competency to support your ideal client while generating a reasonable profit. The wrong ones have you doing things you shouldn’t with people you don’t need at little to […]

3 Reasons (Your) Customers Are Leaving

There are really 3 reasons (your) customers are leaving (and none of them rely solely on price though many think so). They are pretty simple and straightforward, but course correcting can be like making a u-turn in a semi on a two lane highway. Reason #1 – The customers weren’t actually “yours” to begin with. […]