When should an owner start thinking about selling their business? Some will be surprised by the answer. An owner should...

Some negotiations are easy to overcome. When a client objects that your price is too high, doesn’t understand the price breakdown, or claims you made a mistake, you can deal with the objection simply. You simply diffuse it and move on. It’s barely a blip on your radar. But there’s a more difficult type of objection that poses the threat of bringing the entire negotiation to a stop. When these come up, there’s a real likelihood that all the work, proposals, and your many attempts to really understand the client may have been for nothing. These are second-level objections.

Customer experience is how the client feels about you during every interaction at every step along the way, starting from the very beginning.

It’s important that you see where your business is headed. To do this, you need to consider where it has been. Why? Let’s take a moment to pause and reflect.

If you want to avoid undermining your hard-won efforts to be more profitable, more scalable, and more efficient, you need to keep your sales strategy focused.

If you’re already spending overhead on acquisition and planning, and you’re outsourcing execution as I advised in earlier posts, what...