I recently met with a client who had landed a new position as sales director with a growing company. Sean was eager to ramp up his company’s sales revenue. (more…)
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I love the analogy of climbing a mountain when I think about getting businesses to scale: They both involve hard work that looks especially daunting from the bottom. (more…)
As the holiday season approaches and online shopping increases, so does the risk of credit card payment fraud.
With billions of dollars being processed via credit cards and retailers seeing a high percentage of their revenue peaking from Black Friday through the end of the year, there are countless opportunities for fraudsters to strike. It’s vital for business owners and retailers to understand how to defend against these threats. (more…)
There was a great question posted recently in a Facebook group that’s driven a lot of good discussion. The gist of the question is how to handle employees who are basically running wild – without coming down on them with a lot of rules and oversight. Here are some more details from the question: (more…)
Holiday revenues, especially for retail-based businesses, can account for as much as 30 percent of annual income. For other businesses, the holidays can be a slow time for sales.
It’s easy to convince yourself that everyone’s off skiing or vacationing in December, but the holiday season can be productive for business development activities. Take advantage of the slower pace to jump-start your 2018 pipeline with these four tactics. (more…)
I’m a fan of the long-running BBC television series Dr. Who. Since November 1963, time lord Dr. Who has used two of the ultimate cheat codes: a tardis for time travel, and regeneration of himself into a new incarnation if he is injured or near death. Long before players were discovering cheat codes in video games like Minecraft and Doom, Dr. Who was using his to reset no-win scenarios.
In sales, there are no cheat codes that magically fast-track you to a win. If you try to skip levels of trust or time-travel too quickly to a close, it’s likely to backfire. Fortunately, there are ways to move away from no-win and toward win-win. (more…)
“This should be the topic of your next web column,” a client told me recently. We were reviewing his sources for new business, and some weren’t lead sources. They were business resources. Here’s a brief explanation of the difference between a lead source and business resource. (more…)
Time and again when talking to business owners these days, I keep hearing the same thing: “We can’t hire enough of the right people.” (more…)
If you attend a Kansas City Royals game, touring the Royals Hall of Fame is a must, especially if you’ve never been.
Besides seeing the two World Series trophies and all the cool memorabilia, be sure to check out the Royals Dugout Theater. It plays an inspiring video that tells the story of the Royals’ transformation and how they became world champions under the current leadership. There are lots of attributes used to describe the process, but one word that struck a chord on a recent visit was patience. (more…)
Temper and test your enthusiasm with these questions. (more…)