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Get It Together or Get Out!

Business professionals, it’s time that you get it together or get out. I see too many business owners and salespeople that are all over the place. Their business (segments or the whole thing) is disorganized and often their life is too.  Getting things done takes an act of God. If you can’t get a handle […]

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. […]

Way Better Than Free

Can the photographer doing the favor really offer the same wedding experience as the photographer charging $2500? Maybe. Can the real estate agent offering a no commission deal to his family friend provide the same service as the real estate agent receiving 3% commission? Possibly. But do you really want to take that chance? Competing […]

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If You’re Not Willing to Do It All, Quit Now!

“I want to lose weight, but I don’t want to eat right.” “I need to get a job, but I don’t feel like going on interviews.” “I want my business to grow, but I am not willing to make cold calls.” You can’t really pick and choose the good parts only when it comes to […]

One Way to Ruin Every Sale and Five Ways to Overcome It

We have all heard the term “preconceived notion.” This is where we form an idea or an opinion before we can prove it’s usefulness (or truthfulness). Unfortunately we are somewhat programmed to create these preconceived notions. We do it with other people, with places we go, and even with ourselves. But today I would like […]

Your Marketing Won’t Work Without This

It is quite sad to me to see so many business owners spending money on marketing (creating, curating, distributing), only to have little to no increase in sales revenue. I mean, how is that even possible right? Your open rate on email marketing has increased, Facebook page likes are up and people are commenting on […]

Amnesia is Killing Your Business

It’s no secret that we need to grow in order to succeed in business. The problem is that as we grow we develop amnesia. What do I mean by that? Let me share my story (quickly) of starting a business. In late 2011, I started RJM Professional knowing that I a) needed to make money […]