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matrix

8 Principles of Data Protection And How They Affect You

Data protection has never been a more pressing issue than now. With many businesses collecting information in CRM databases, commercial and transactional databases, email addresses, etc, it’s important for business owners to understand their responsibilities towards data protection and security.

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chess

Risk what I risk, not what I say

Recently a client and good friend said, “I would be willing to bet a smart guy like you with a lot of success in your past wasn’t in danger of losing your house when you started your business, even if it had failed.” She’s wrong, but she’s not at all alone in believing that. Why? […]

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Have you ever struggled to start the conversation about money on your sales call?  If so, you're not alone. I find that most sales people struggle to discuss money on their sales calls.  This is partly due to the way you think about money.  Do you believe money is scarce or plentiful?  What do your parents believe about money?

How to Discuss Money on Your Sales Call?

Have you ever struggled to start the conversation about money on your sales call? If so, you’re not alone. I find that most sales people struggle to discuss money on their sales calls. This is partly due to the way you think about money. Do you believe money is scarce or plentiful? What do your […]

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using an email service provider

Building a Business is Really Simple

My friend Alan Wyngarden has done some adventure travel and says: “The hardest thing about climbing a mountain is just getting out of the garage.” Huh? Actually, it’s pure genius. A year ago I shared a business concept with Alan around building intimate assisted living homes that I had heard about.

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telephone

How Long Should Your Sales Call Take?

As long as it takes you to have an effective sales call. This is my simple answer to the length of time your sales call should take. The more complex answer is about to follow, but it will give you the information you need to effectively execute your sales call. What usually happens?

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How many times have you heard advice that you already knew and said, "Yeah, I've heard that before," then proceeded to move on about your day without even a second thought?  Maybe it was a tip on how to close more sales or a way to build stronger, more fulfilling personal relationships or changes to your diet that could help you to lead a healthier life.

How Good Are You?

How many times have you heard advice that you already knew and said, “Yeah, I’ve heard that before,” then proceeded to move on about your day without even a second thought? Maybe it was a tip on how to close more sales or a way to build stronger, more fulfilling personal relationships or changes to […]

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excel

Is Your Selling System Making You Stupid?

Whenever I share the basic concept of “people love to buy, but they hate to be sold” small business owners always agree with it. But when you look at how the majority of small businesses go to the market and sell their products and services, they are always selling. Is this stupid behavior, or just […]

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The first of Microsoft’s “12 Secrets of Microsoft Management” is possibly the worst management principle in history. It reveals an Industrial Age scarcity view of the world that none of us should emulate.  Number one in Microsoft’s list of management secrets:

Microsoft is rotting from the inside out

The first of Microsoft’s “12 Secrets of Microsoft Management” is possibly the worst management principle in history. It reveals an Industrial Age scarcity view of the world that none of us should emulate. Number one in Microsoft’s list of management secrets:

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bulb

How Does Your CRM System Really Work?

When I coach clients to work towards expanding your current client relationships, I always want you to ask some variation of this question. The goal of the question is to continuously work towards improving the relationship and making sure you’re on the same page with your clients.

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empty

Strategies for Financial Literacy

International experts on financial literacy were beamed in from across the globe for the Retirement Commission’s recent summit on Financial Literacy. We know that financial illiteracy is a big problem in New Zealand, but we are by no means the only country in the world struggling to educate people on how to use their money […]

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smart

Don’t take advice from elephants

The overwhelming majority of small business advice is from people showing us how Giant Corporation, Inc. managed to free themselves from the drudgery of being small to finally become “great”. It’s time these patronizing forces understood that small business and big business are two different animals.

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"I'm happy with the way things are now. We are just happy to maintain the business we have. My people already have good experience. We're doing fine." These are just some of the statements I have heard from small business owners, President's of companies, Vice Presidents of Marketing & Sales, and sales managers.

There is No Status Quo

“I’m happy with the way things are now. We are just happy to maintain the business we have. My people already have good experience. We’re doing fine.” These are just some of the statements I have heard from small business owners, President’s of companies, Vice Presidents of Marketing & Sales, and sales managers.

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