Marking 500 columns with lessons learned along the way
What does it take to write 500 consecutive columns? For me it has been a passion to share knowledge and insight with other small business owners and sales professionals. My...
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Time to update or change your business model?
Each fall, Americans experience the new car and truck models released by the automobile industry. Sometimes the changes are just minor updates and at other times the changes are dramatic...
Fall’s a good time to start getting taxes together
The end of the year is just a little over three months away. Some forward-thinking small business owners are thinking about end of the year taxes while others will probably...
Cheap labor costs more than it saves
In America today we celebrate Labor Day, a national holiday. This is a day devoted to honoring all the hard work produced by the American labor force. More and more...
Money spent on marketing always worth it
Along with employees, marketing is viewed as a cost in business. This mentality probably comes from past Madison Avenue experiences with their expensive advertising campaigns. Peter Drucker, who some considered...
Today’s buyers are better educated
Maybe it's because of the "buyer beware" adage, but today's buyers are far more educated especially within the B2B industries. This education is also extending out to the B2C space...
Customer service continues to kick the can
Last week I responded to a video I saw on Facebook where the CEO said to connect with his business if what you wanted something that was not shown on...
Talk of wanting increased sales demands action, too
To stay in business requires the ongoing ability to increase sales. One would think small business owners and sales professionals would leverage this desire at every opportunity. What I am...
Failure to respond can lead to lost business, sales
How many times must I hear this compliant from potential customers, colleagues or friends "I wish someone would return my phone calls. I left a voicemail?" Then the person will...
Closing the deal is not an event
Your salesperson comes in and joyfully announces, "I've just closed that deal!" This is a "deal" that has been in the works for the last several months. Hundreds of dollars,...