All Topics
Operations
Seven Uncommon Sense Tips on Operational Scheduling
In show business, the job we are setting up today is more important that any work we can put off until tomorrow. Or so we think. It doesn't take long until tomorrow's work becomes next week's, then next month's.
Sales
Overcoming Single-Level Objections
Single level objections are the most common and therefore the first thing we need to learn how to handle as sales professionals. The skill we need to develop to better handle objections is called, “Being in the moment.” Teach your team how to spot these situations.
Sales
Customer Buying Styles
What do you really know about a potential buyer? Does your qualification process only consider the types of projects and revenue? What happens if you fail to pick up on the customer’s buying style?
Management
If You Fix It, It Will Break Again
As a young manager, I made all the best mistakes.
It seemed perfectly natural to blame people who made errors or exercised poor judgment and 'hold them accountable.' It rarely worked. The mistakes kept happening.
Marketing
Getting Ahead of Customer Expectations
Two weeks ago, I re-shared a popular blog calling out how snobbish we can be about sales opportunities. Someone then reminded me that there was a follow-up to that blog and asked would I share that?
Management
Hire Faster, Hire Smarter
When you operate a growing business, you quickly learn how important it is to hire really great people. In fact, next to cash flow, that is probably the most important job you have as an owner.
Where do you find awesome employees?
If you are like me, you want to hire the first person that presents themselves reasonably well and get back to work. The real "interview" is on-the-job.