A few weeks ago I gave the opening keynote at the Ohio Growth Summit. Michael Bowers, the program director of the Small Business Development Center, did an outstanding job building a great conference for entrepreneurs. Here are two thoughts on what entrepreneurs need to ...
The status quo is a warm bath; it’s soothing and comfortable. Change is a cold shower; it’s surprising, shocking, and ...
The hungrier you get, the more willing you are to eat something that isn’t really good for you. If you’re starving, all of ...
The cavalry isn’t coming to save you. You are going to have to take care of yourself. Go back and read this post.
Whenever we find ourselves in a competitive sales situation, it never fails that we find ourselves competing on price. Our ...
You’re on your own. The cavalry isn’t coming. No one is going to save you. Instead, you are going to have to save yourself.
There’s an old joke that goes like this.
We tend to believe that the greatest levers we have to pull when it comes to improving salesforce performance are things ...
Bad Salesman: We have an A-rating on Angie’s List and the Better Business Bureau. We are members of the National Association ...
You aren’t just trying to compete for your dream client’s business; you’re trying to win their business. Everything you do, ...
As a leader, you are so mired down with work that there isn’t any hope of every truly being caught up. You can delegate and ...
From time to time I hear from entrepreneurs who want to grow their revenue without investing in a sales force. Some want to ...
Elephants are enormous–and enormously powerful–animals. Upon arriving at the elephant sanctuary in Johannesburg, South ...
I knew that my Escaping the Circumstances of Your Birth post would draw out a few comments, and likely some dissenters. This ...
Some time ago I offered a program that I created to the people who receive my newsletter. A lot of people signed up. Some ...
Yesterday I heard a story about a very popular preacher who came from a tiny, poor shanty town. As this preacher’s ...
Almost without exception, the root of cause of failing sales reps is the same: too few opportunities (we’ll stick with ...
Adapted from an old fable.
This note comes in today’s mailbag:
Each of these four imperatives ensures that your sales force is effective at the individual level. They’re all necessary to ...
