Are You Predictable in Business?
When I say the word "predictable." How does it make you feel? Is it a positive term or a negative term? Today I'd like to ask you a question about predictability,
Worst Prospect Ever
If you've been in business for any length of time, you've run into your share of poor quality prospects. But who comes to mind when you think of your worst
Prospecting is Not Cold Calling
Prospecting is not cold calling, and prospecting is not selling. When you realize that these are different functions, it allows you to treat them as such. Cold calling may be one
Get the Hard No in Sales
Sometimes in sales we like to hold out hope that just because someone hasn't said "no" to us, they'll eventually turn into a "yes." And sometimes that happens. But in
The No Time, No Money Trap
No time, no money... When businesses are running into trouble, these are the two most common excuses they give for a lack of action. They don't have time to address
Who Brings the Money into Your Organization?
In every business and even in a non-profit, someone is responsible for bringing in the money. Who is it in your organization? And are they up to the task? In every
How Good Customer Service Can Save Business
Last week, I gave you an example of how poor customer service kills sales. And while the example was retail, it applies to all businesses and industries. So today, I
The Wrong Way to Do Customer Service
In today's podcast, I recall a memorable shopping experience which reminded me there is a right and wrong way to do customer service. It provides a clear example of how
Markets Worth Dominating
Members of our Total Market Domination course focus on initiating contact with markets worth dominating -- this means reaching the specific people in their markets who are likely to spend