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Sales
Sales Toolbox: Get Ready for the New Year
If you do what you've always done, you will get what you've always got.
At the end of every year I receive dozens of requests for sales training or some sort of sales team intervention.
"Tom, I love your blogs and webinars – do you ever do anything on Sales?"
Yikes!
Um, yes I think I may have something on that...
For all the sales managers and owners out there who want to conduct their own end of the year sales retreat, here is your required reading.
Sales
The Five Pauses and How To Become a Better Salesperson
Slow down.
Our goal is to close the deal.
No reason we have to do it today.
Before you hop on that important call with a key prospect, pause. Read these five reminders.
Sales
Emotional Pricing is Eating Away Your Profits
The one piece of sales advice I always (give because it has always worked for me is): "If the customer wants to hire you, they will haggle. Go ahead and quote the higher price."
Fear is an emotion.
But that's not our biggest mistake when it comes to emotional pricing.
Management
Three Inalienable Responsibilities of a CEO
I read a post recently that said a CEO has only three indelible roles:
Choose the direction of the business,
Get the right people on board, and
Keep the cash flowing.
I struggle to find anything wrong with this simplification. Let me break it down.
Management
The Truth About Selling Your Business
In small business, Merger & Acquisition activity is typically more about emotion than math. Negotiations are messy and valuations are lean. We hear about the success stories, but most of the time the results are disappointing.
If your small business is also your retirement plan, read on.
Management
A Primer for Reluctant Leaders: What Are You Searching For?
Leaders tend to find what they are looking for. Good leaders find good things. Bad leaders find bad behavior.
Bad leadership is incredibly easy to implement. Once you start, it has a way of perpetuating itself. Keep looking: you will find more mistakes.
In my consulting practice, I hope to find a few process mistakes that are easy to fix: Do this, not that. There, isn't that better?