Is Anyone Training Your Salespeople?
In our last episode, we talked about the fact that in sales, there are times when making more calls can actually do you more harm than good. Particularly, when we're
A RADD Approach to Getting Things Done
If you ever have trouble getting things done, here's a RADD approach to making it happen. And with this approach, actually doing it is the final option. This week, I'm
Shutdown: Non-Essential Personnel in Your Business
Are there any non-essential personnel working in your business? Think about that question. And if you have non-essential personnel, why are they still there? Welcome to this Special Government Shut-Down Issue. Today,
These Four Rs Will Help You Get Referrals
Referrals are a big key to business success. But if you're not getting enough of them to grow as quickly as you'd like, take a look at the Four Rs. It's
Active Clients, Non-Clients & Former Clients
There is a big difference between active clients, non-clients and former clients. And those who fail to make the distinction will waste a lot of time and money. It was great
Happy New Year!
Happy New Year! Welcome to the first podcast of 2018. I hope you enjoyed the holiday season and are ready to get your year rolling and off to a great
The Last Week of the Year
So here we are with the final podcast of 2017. It's the last week of the year and I'm back with a few recommendations on how we can start planning for
How Am I Supposed to Compete With This?
In today's episode, I'd like to address a question I'm frequently asked, which is "How am I supposed to compete with this?" Discussions about low-ballers and price-cutters inevitably generate lots of
Learning from Price-Cutters and Low-Ball Competitors
There are few things more annoying than losing business to low-ballers and price-cutters. But when it happens, let's make sure we don't learn the wrong lesson! Losing an order to a