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? Related Posts […]

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meeting

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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people meeting

Goals & Friends are like Peanut Butter & Jelly

There is new evidence from a Dominican University study that you can really, truly move yourself forward, whatever your objective, if you just follow a simple three-step process. The Dominican University study broke people into five groups: Related Posts The 2nd Most Important Question in Business 9 years ago “The secret of getting ahead is […]

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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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lego people

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: Related Posts Why living abundantly will make you more money 9 years ago If […]

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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. Related Posts Are you allergic to hard work? […]

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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. Related Posts A Business Maturity Date Really Works 8 […]

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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. Related Posts […]

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travel blogger

Business is Full of Beaver Dams

Traditional business plan thinking tells you that if you plan well enough, you’ll avoid all the “problems”. But usually it’s those “problems” that lead you to the best plan. I’m not saying don’t plan, but I am saying don’t do very much of it in a vacuum, and don’t expect that it will keep you […]

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freelancers

Do You Know Why Your Training Strategy is Failing?

Have you ever sent your people to training, and they don’t seem to learn anything? You are not alone. This seems to happen more often than not. It makes it very difficult for you as a small business owner to have a warm fuzzy feeling about investing in training your people. Related Posts 5 Steps […]

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telephone

Phone Professionalism

Is Alexander Bell a forgotten revolutionary-a figment of our imagination? In a world of e-mails and text messaging, having an actual conversation on the phone may seem like a thing of the past. But the reality is phone calls are still very much a large part of doing business. Any industry that is based on […]

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Time Management

The Industrial Age is Dead – Time is the New Money

Going to work is a bad idea. As a business owner, you’re likely carrying a lot of baggage from the Industrial age (1800-ish to 1965-ish) that won’t fully go away for decades to come. He who makes the rules wins. You need to stop running your business on Industrial Age rules. The Industrial Age brought […]

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home

An outsourcing arrangement: a quick guide to key legal issues

Prior to undertaking an outsourcing exercise the customer should carry out a due diligence regarding the internal systems and services that will be outsourced. In particular, the customer should 1. consider the internal costs (so as to ensure that the new outsourced service is competitive), 2. review all legal, tax and commercial issues including third […]

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